Pre-Sales Architect - ServiceNow

The Asia Pacific (ASPAC) Regional Team plays an integral role helping KPMG firms meet our collective Trust and Growth ambition. They are responsible to promote consistency and collaboration so that KPMG inspires confidence and empowers change for our clients. This role presents an exciting opportunity to develop your career through relationships with senior leaders across KPMG firms and clients across Australia and Asia Pacific.

This ServiceNow Pre-Sales Architect will initially be focused to work with KPMG Australia’s federal government team to identify, propose, progress and win customer engagements based on KPMG methods and ServiceNow technology, while also supporting KPMG’s engagement with prioritised clients across Asia Pacific.

Given focus on the Australian federal sector, the successful candidate would need to spend significant amounts of time in Canberra, Australia, and hold the pre-requisites to obtain an NV1 clearance (KPMG would support the application for this). Hence, we are looking for someone who is Canberra based but will consider Sydney or Melbourne (with travel to Canberra).

The stakeholders include; your performance and development manager (PDM), federal solution leaders, client lead partners (CLPs) and ServiceNow sales, technical and alliance team members. In client pursuits you will be capable to lead the KPMG response to technical requirements, and your involvement will scale up and down depending on the firm’s maturity level and requirements of the pursuit.

You will also work closely with, and receive support from, other regional teams as part of ASPAC RISE (regional integrated sales enablement), ensuring KPMG member firm teams consistently have access to the best sales support and solution architecture.

The role has a dual focus:

      1. Pre-sales support and engagement

• Network and engage with public sector lead partners, technology consulting partners and client service teams to identify strategic opportunities
• Work closely with alliance directors, alliances sector relationship leads and other sales architects in shaping and qualifying opportunities linked to ServiceNow
• Engage with ServiceNow sales teams to win their trust in partnering with KPMG
• Attend regional calls relevant to priority sectors, service lines and solutions to qualify regional opportunities and share pipeline updates
• Co-ordinate bid activities and tasks between relevant client partners, pursuit team members and other teams including but not limited to: KDN, C&M & Alliances
• Establish an internal network of KPMG staff across the ASPAC region and globally with the aim of facilitating ongoing regional growth
• 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
• Facilitate internal sales conversations between client partners and regional support teams, including the KPMG delivery network (KDN), as part of deal shaping
• Support business development within prioritised sectors (initially government)
• 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
• Support a strategic pipeline of opportunities. Ensure relevant opportunities are registered with ServiceNow and logged in the CRM solution
• Challenge thinking of teams in the positioning of solutions with clients

      2. Solution architecture and technical validation:

• Maintain detailed knowledge and certification in technology from ServiceNow particularly in the ITSM, HRSD and GRC modules
• Develop quality proof of concept solutions from KPMG assets together with ServiceNow technology.  Illustrate and articulate how these are constructed and integrated and their role in solving business problems for clients.
• Help co-ordinate and drive written responses to RFPs for opportunities
• Act as a communications conduit between KPMG member firms (where multiple entities are involved in responding to a client opportunity)
• Build relationships with other regional teams to maintain a good understanding of the latest collateral / resources available to support opportunities
• Drive continuous improvement to identify and address factors contributing to unsuccessful bid responses

The successful candidate must be able to operate in a matrix organisation, work collaboratively and influence the actions of partners and staff across the region. The candidate needs to have strong and proven technical and relationship building skills, combined with resilience, cultural awareness, and diplomacy to achieve stakeholder engagement. Desirable skills:

• Previous experience working within a professional service or corporate environment
• Previous experience with ServiceNow ITSM, HRSD and GRC and/or strong demonstrated experience with related solutions.
• Previous experience working in Australian federal government accounts
• A track record within technical sales, with understanding of professional services markets an advantage
• 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
• Asia Pacific cultural awareness and understanding, with previous experience of working across functions and geographies an advantage

KPMG is a professional services firm with global outreach and deep sector experience. We work with clients across an array of industries to solve complex challenges, steer change and enable growth. 

Our people are what make KPMG the thriving workplace that it is and what sets us apart is that we know great minds think differently. Collaborate with a team of passionate, highly skilled professionals who’ve got your back. You’ll build relationships with unique and diverse colleagues who will provide you with the support you need to be your best and produce meaningful and impactful work in an inclusive, equitable culture.

At KPMG, you’ll take control over how you work. We’re embracing a new way of working in many ways, from offering flexible hours and locations to generous paid parental leave and career breaks. Our people enjoy a variety of exciting perks, including retail discounts, health and wellbeing initiatives, learning and growth opportunities, salary packaging options and more.

Diverse candidates have diverse needs. During your recruitment journey, information will be provided about adjustment requests. If you require additional support before submitting your application, please contact the Talent Attraction Support Team.

At KPMG every career is different, and we look forward to seeing how you grow with us.