Asia Pacific (ASPAC) Microsoft Sector Relationship Lead (Director Level) - 2-year Contract

Hong Kong, Hong Kong
03 Dec 2022
17 Dec 2022
Job Function
Industry Sector
Finance - General
Employment Type
Full Time
As part of the ASPAC regional team, you will play an integral role in helping firms meet our collective Trust and Growth ambition, promoting consistency and collaboration, so that KPMG Inspires Confidence and Empowers Change for our clients and talent. This role presents an exciting opportunity to build relationships with senior leaders across member firms throughout the Asia Pacific region.

Service Line Overview

The Microsoft Sector Relationship Lead will be responsible for the sales performance of their alliance in the territory with a given industry focus (either Financial Services, Infrastructure / Government or Retail / Manufacturing). They will identify, propose, progress, and win customer engagements based on KPMG value propositions namely Powered/Connected/Trusted and Microsoft technology in the designated territory within Asia Pacific. To do this, the successful candidate will work with a solution architect & local KPMG Member Firm client service team to create and manage a pipeline of business opportunities with large clients across the industry leveraging the Regional and in-market Sector team. You will be playing a crucial role helping build a major alliance and will be integrated in a dynamic team culture offering internal networks, deep subject matter expertise and support.

Key Responsibilities

Business Development (60%):
  • Network with Sector teams and Clients, understanding their challenges and how KPMG solutions with Microsoft can address those needs.
  • Develop a working understanding of the firm's wider offerings, key sector trends / client issues and needs, along with competitor positioning to effectively support relevant regional opportunities.
  • Work closely with Alliances Directors and Microsoft teams in shaping and qualifying opportunities linked to regional priority solutions.
  • Engage with Microsoft customer account directors to win their trust in partnering with KPMG for specific pursuits.
  • Establish an internal network of KPMG partners across the ASPAC region and globally with the aim of facilitating ongoing regional sales efforts.
  • Actively explore ways to add more value to client opportunities (e.g., cross-functional solutions) with a focus on bringing a whole of KPMG approach to the offering.
  • Act as a role model for Business Development and Sales in the region, sharing knowledge of sales and relationship management and promoting best practice.
Pipeline Management and Opportunity Progression (40%):
  • Develop and own a regional strategic pipeline of opportunities for Microsoft in ASPAC. Ensure these are entered into the CRM used by the local Member Firm and registered as new leads with Microsoft as early as possible.
  • Provide written input into RFPs (Request for Proposal), to support the Microsoft Business and Solution Architect .
  • Prepare updates for the Regional Deals Board (RDB) and templates for monthly business review with PDM and other regional stakeholders.
  • Engage across the Advisory, Alliances, KPMG Delivery Network (KDN) and Clients & Markets teams to identify and commit appropriate resources to support client pursuits and bid responses.
  • Drive win/loss debriefs.
Experience & Background
  • Strong record of accomplishment of growing bookings from technology solutions working within a professional services or corporate environment
  • Previous experience with Microsoft or strong demonstrated experience with related cloud hyperscaler solutions.
  • Previous experience working in Banking and/or Government sectors beneficial
  • A growth mindset, ability to work under pressure, manage numerous projects simultaneously across multiple time zones and deliver within set timeframes
  • Excellent interpersonal, organisational and communication (written and verbal) skills
  • Strong and proven relationship building skills, able to engage with senior leaders with confidence
  • Ability to collaborate, co-ordinate and facilitate work in a team environment
  • Strong understanding of services and relevant content across the firm
  • Cultural awareness and understanding, with previous experience of working across functions and geographies an advantage
About KPMG

At KPMG China, we are committed to being an equal opportunity employer, with zero tolerance for any form of discrimination against any persons. It is important for us to create an inclusive, diverse and agile workplace for our people to develop and thrive at both a personal and professional level.

We strive to make ESG (environmental, social and governance) a watermark running through our organisation; from empowering our people to become agents of positive change, to providing better solutions and services to our clients. To lead by example, we launched Our Impact Plan (OIP) which includes our ESG commitments and progress across four key pillars - Planet, People, Prosperity and Governance.

We encourage you to come as you are, and we welcome all qualified candidates to apply, and hope you unlock opportunities with us. Visit KPMG China website for more company information.

Please note that all information in this form has been voluntarily supplied and will be used by KPMG for selection purposed only.
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