Director, Alliances, Coupa

The KPMG Advisory practice is currently our fastest growing practice. We are seeing tremendous client demand, and looking forward we don't anticipate that slowing down. In this ever-changing market environment, our professionals must be adaptable and thrive in a collaborative, team-driven culture. At KPMG, our people are our number one priority. With a wealth of learning and career development opportunities, a world-class training facility and leading market tools, we make sure our people continue to grow both professionally and personally. If you're looking for a firm with a strong team connection where you can be your whole self, have an impact, advance your skills, deepen your experiences, and have the flexibility and access to constantly find new areas of inspiration and expand your capabilities, then consider a career in Advisory.

KPMG is currently seeking a Director to join our Business Development Organization.

Responsibilities:

• Oversee the day-to-day relationship and activities of the Coupa alliance; direct the alliance management, enablement, and solution development; provide support for pipeline development and management; give direction to alliance marketing resources, and support ongoing marketing/demand generation activities
• Manage the firm's participation in the alliance partners formal program including training, certifications, awards, software usage rights and opportunity registration; conduct alliance relationship mapping and drive progress on multiple leads, thereby increasing the size of the Alliance Influenced Pipeline
• Drive partner-of-choice positioning with the alliance partner, govern and oversee all aspects of relationship between KPMG and Coupa alliance partner, coordinate and deliver joint business reviews with the alliance partner; provide the service networks with access to product management, development, support, and training resources from the alliance partner
• Lead and drive the enablement of the alliance including completing the joint offerings, developing sales kits, client success stories, training, and communications plans; leverage these assets to identify and support lead management with the sales team; partner with member firms to drive recruitment, training, and enablement of resources
• Spearhead the development and approval of a joint business plan, support the risk management process relating to alliance contracts and agreements, gain commitment, and engagement from affected individuals; review and communicate pipeline results and bookings reports
• Coordinate and support global relationships with KPMG member firms and alliance partner, in support of general alliance operations and global sales opportunities; provide stakeholders with updates on the alliances partner's organization strategy and business performance

Qualifications:

• Minimum ten years of recent experience in services or consultative business development with at least two years of experience managing a strategic alliance within procurement
• Bachelor's degree from an accredited college/university in Business or a related field or equivalent experience
• Demonstrated success in building and nurturing win-win alliance relationships; strong networking and influence management skills that translate into building commitment and driving actions across organizational boundaries
• Highly credible communicator with excellent organization and project management skills and track record of delivering result; candidate should be a self-starter who enjoys working in a fast-paced, collaborative, and high-growth environment
• Experience working in or demonstrated understanding of the source-to-pay, contract lifecycle management and third-party risk management domains is beneficial
• Ability to travel as necessary; up to forty percent
• Applicants must be currently authorized to work in the United States without the need for visa sponsorship now or in the future

KPMG complies with all local/state regulations in regards to displaying salary ranges. If required, the salary range(s) are displayed below and are specifically for those potential hires who will perform work in or reside in the location(s) listed, if selected for the role. Any offered salary is determined based on internal equity, internal salary ranges, market-based salary ranges, applicant's skills and prior relevant experience, certain degrees and certifications (e.g. JD, technology), for example.

Los Angeles / Irvine / Seattle Salary Range: Low: $164100 - High: $309200

San Francisco Salary Range: Low: $182000 - High: $342900

KPMG LLP (the U.S. member firm of KPMG International) offers a comprehensive compensation and benefits package. KPMG is an affirmative action-equal opportunity employer. KPMG complies with all applicable federal, state and local laws regarding recruitment and hiring. All qualified applicants are considered for employment without regard to race, color, religion, age, sex, sexual orientation, gender identity, national origin, citizenship status, disability, protected veteran status, or any other category protected by applicable federal, state or local laws. The attached link contains further information regarding the firm's compliance with federal, state and local recruitment and hiring laws. No phone calls or agencies please.

KPMG does not currently require partners or employees to be fully vaccinated or test negative for COVID-19 in order to go to KPMG offices, client sites or KPMG events, except when mandated by federal, state or local law. In some circumstances, clients also may require proof of vaccination or testing (e.g., to go to the client site).