Alliance Market Lead – Microsoft – Africa

About the role

The Alliance Market Lead – Microsoft is a director‑level position responsible for turning KPMG’s partnership with Microsoft into protected, margin‑positive revenue across African markets. The role bridges sales and delivery, shaping complex Microsoft‑led opportunities into commercially viable KPMG propositions.

Key responsibilities

• Own and grow KPMG’s Microsoft alliance pipeline across Africa, maintaining a qualified pipeline valued at 3–5× personal revenue target.
• Build and sustain relationships with Microsoft’s partner sales team, cloud solution architects, industry sales executives and alliance managers.
• Identify, qualify and co‑sell Microsoft‑led transformation opportunities, developing joint go‑to‑market propositions.
• Shape complex opportunities into implementable, margin‑protected KPMG solutions, leading proposal development, pricing and bid strategy.
• Manage the bid‑to‑close process, coordinating internal pursuit teams, Microsoft deal support and client stakeholders.
• Ensure seamless handover of won deals to delivery teams with clear scope, budget and delivery model.
• Govern the KPMG‑Microsoft partner relationship, overseeing agreement compliance, co‑sell registration and incentive management.
• Track performance metrics such as Azure Consumed Revenue, co‑sell wins and certification levels, driving results against targets.

Required profile

• Director‑level experience in alliance or partner management within the technology consulting sector.
• Proven track record of generating revenue from large‑scale Microsoft‑centric engagements.
• Strong network with Microsoft’s partner ecosystem across multiple African markets.
• Ability to lead cross‑functional teams in deal shaping, proposal development and delivery handover.
• Excellent commercial acumen and forecasting skills.

Required skills

• Microsoft Azure
• Cloud solution architecture