ServiceNow Business Development Manager - Public Sector

Role Purpose 

A ServiceNow Business Development Manager  is required to build credibility and cultivate ‘trusted partner’ relationships with the wider KPMG LLP community. Responsible for driving awareness of the KPMG ServiceNow Practice and solution capability to drive successful origination and growth of the ServiceNow Business across the UK and Switzerland. Providing trusted advisor expertise to fulfilling our client’s strategy business and technology needs. The Senior Sales Manager role will progress opportunities for ServiceNow Practice in the market by leveraging a hybrid skillset of business development, presales, technical excellence and delivery.  

They will advocate innovation both within the firm and with clients and take a wider role in developing team members to their full potential as well as promoting collaboration across teams. The person will need to understand client business issues at a macro industry level and shape an integrated solution, encompassing the best of both KPMG ServiceNow Practice and the wider KPMG LLP. 

You will be confident in working along with others to win in client situations and deliver sustainable outcomes. Deep relationships with ServiceNow and bringing new opportunities to strategically partner with ServiceNow are a must. You will also have a track record of growing and developing a business in a hyper growth situation and leading and developing a Sales team in the highly challenging environment whilst still delivering profitability. 

About us 

KPMG ServiceNow Practice is a growing business that delivers world class innovative solutions across the breadth of the Now Platform capability including Risk and Cyber, Core Business Service (GBS), Customer Service Management, IT (ITSM, ITOM, ITAM), Gen AI and developer capabilities.  Leveraging our deep capabilities in Industry and Function, our ServiceNow solutions comprise advisory, implementation services and strategic transformational programmes that enable our customers to generate maximum value from the Now platform.  This is a dynamic and exciting opportunity to join a growing new business area within a market leading firm.  

Role Responsibilities 

Business Development 

• Owns the development and execution of a demand generation strategy for a key industry market to drive pipeline and sales to agreed KPI’s 

• Develops the overall positioning, uniqueness and messaging for ServiceNow offerings through KPMG ServiceNow Practice into that industry 

• Responsible for the generation of pipeline and execution of sales for the organisation 

• Identifies and develops opportunities for the organisation to diversify across sub industry, emerging technology and services propositions to build pipeline 

• Works with KPMG teams to create integrated propositions to meet the needs of specific industries or clients to build pipeline 

• Leads the interlock with the delivery organisation to ensure: 

• • Contracts with clients are robust 

• • The sales teams support programme delivery in partnership 

• • The development of innovative and profitable commercial constructs 

• Develops a marketing and communications plan to drive pipeline for the organisation in white space clients 

• Ensures that client relationships and commercial engagements are managed effectively to ensure successful delivery and long-term relationship development. 

Business Development – Execution 

• Owns and cultivates senior stakeholder relationships within key strategic accounts 

• Owns and manages key relationships within the KPMG partner network to drive pipeline from within the firms’ client base 

• Owns and manages the relationship with key ServiceNow stakeholders to develop  co-selling opportunities 

• Leads key bids and proposals for large scale transformation programmes (typically in the £1-3m range) 

• Works as a trusted advisor with clients around their strategic business and technology needs 

• Leads and supports the negotiation of contracts and ensures compliance with KPMG ServiceNow Business policy. 

Essential skills and experience: 

• Highly experienced working in ServiceNow Solution Sales  

• Working knowledge of ServiceNow Platform capabilities  

• Strong cross industry experience  

• Demonstrable track record developing long term profitable relationships with mid and large sized organisations 

• Can develop a demand generation strategy to accelerate the growth of ServiceNow services and consulting at KPMG and lead the team to successful execution 

• Has led the development of solutions, consulting offerings and assets to drive repeatable sales 

• Extensive experience working with senior stakeholders within a large consulting organisation or system integrator to develop pipeline, understanding of the unique structure and culture of a partnership based operating model 

• Experience  developing front and back-office transformation propositions with SaaS providers 

• Can create a culture of knowledge sharing and innovations 

• Is able to lead the sales interlock with delivery teams to ensure profitable growth in partnership. 

• Passionate about talking to clients on current technology issues and market direction 

• Creative problem-solving ability whilst working in ambiguous situations 

• Experience in building co-operative relationships and fostering an environment in which everyone’s opinion is valued 

• Provides on-going feedback, coaching and mentoring that supports individuals’ development needs and career aspirations 

• Proactively engages in cross-functional communications and sharing of information.