Deloitte Alliance Manager - Salesforce/MuleSoft/Tableau (Enabling Manager) in Alexandria, Virginia
Alliance Manager - Salesforce/MuleSoft/Tableau
Do you excel at building relationships and enjoy coordinating the go-to-market (GTM) and operational activities of a strategic and growing practice? If so, you may be a great fit for our Salesforce MuleSoft Tableau Alliance Manager role. The Alliance Manager is responsible for managing the operations of the alliance with one of our key global partners. A successful alliance manager will establish and nurture executive level relationships with their Salesforce/MuleSoft/Tableau counterparts and Deloitte alliance and practice leaders. In addition to managing alliance and practice operations, you will work closely with the US Lead Alliance Partner and Deloitte's MuleSoft practice in support of GTM activities to help the practice grow.
Work You'll Do
Alliance managers have a breadth of responsibilities which are prioritized with the Alliance Leadership team. Those activities include:
Relationship Management - Establish, manage, and support a meeting cadence to foster strong executive relationships between Salesforce, MuleSoft, Tableau and Deloitte. Work with Salesforce/MuleSoft/Tableau and Deloitte leaders to understand key criteria & KPI's for the alliance and keep management apprised of the health of the relationship. Keep our Salesforce/MuleSoft/Tableau counterparts apprised of everything we are doing to drive incremental sales & enhance the relationship.
Alliances Operations - Act as the "Chief Operating Officer" of the alliance:
Maintain the alliance plan, coordinating with the Salesforce alliance leadership, to keep an up-to-date view of the business plan highlighting GTM approach, top priorities, our capabilities and financial goals for the alliance.
Manage the consulting alliance budget specific to Salesforce/MuleSoft/Tableau in coordination with the alliance leadership team.
Coordinate with E&A Liaisons to track and drive sector-based GTM plans.
Act as an information clearinghouse as it relates to the Salesforce/MuleSoft/Tableau alliance.
Establish and maintain clear and consistent alliance reporting.
Participate in global coordination as required.
Collaborate closely with the team on consultant enablement and pursuit support.
Ensure that training requirements are met.
Coordinate with Community of Practice (CoP) lead to ensure that the community is active and relevant.
Support key practice meetings and to ensure that they are scheduled and occur on a regular basis.
Pipeline Tracking, Validation & Reporting - Work with Deloitte Sales Executives to maintain an accurate joint sales pipeline with Salesforce/MuleSoft/Tableau. Own and drive all aspects of operational reporting including wins, pipeline, quals, awards and any other metrics important to the Salesforce/MuleSoft/Tableau alliance and key stakeholders.
Practice Communications & Knowledge Management - Manage all aspects of alliance communications, in close collaboration with the alliance team, and with Salesforce/MuleSoft/Tableau counterparts as appropriate. Ensure that key wins are recorded, tracked and communicated to the field. Maintain AllianceSource as the central repository for all Salesforce/MuleSoft/Tableau alliance related information.
Marketing Coordination - Work closely with Alliance Marketing team to create a marketing plan that supports the Salesforce/MuleSoft/Tableau alliance business objectives. Provide support and oversight to marketing campaign and event execution. Coordinate with colleagues to ensure collateral is up-to-date.
Deloitte Consulting Alliances Team is made up of professional alliance managers, alliance marketers and technical architects who understand the principles that drive successful alliance relationships. Together, they enable differentiated, innovative go-to-market solutions between our practice and alliance partners that bring quantified value to our clients and incremental revenue to the firm.
8+ years professional experience with 2-5 years focused on alliance management or equivalent experience working with vendors.
Working knowledge of the API integration space.
Ability to understand and articulate value proposition for Salesforce/MuleSoft/Tableau products.
Demonstrated experience building and maintaining strong relationships with a diverse set of internal and external constituencies, including senior level executives, consulting resources, technical teams, and sales representatives.
Ability to understand and translate technical information into business and sales opportunities.
Strong aptitude and passion for driving operational detail and market impact.
Willingness to travel, up to 50% depending on home base.
Understanding the competitive landscape of API Integration providers is preferred.
Strong network within Salesforce/MuleSoft/Tableau.
Sales experience with Salesforce/MuleSoft/Tableau.
Experience working in or with System Integrators, such as Deloitte.
Savvy at navigating complex organizations and connecting the right people within each organization.
Ability to think strategically, while staying focused on monitoring the progress of action items and bringing them to conclusion within appropriate time frames.
Ability to influence and persuade key stakeholders to develop joint go-to-market sales and solution opportunities.
Excellent team player. Effective at sharing and communicating knowledge and supporting teammates in times of increased workload.
Highly organized and self-sufficient, successful with limited direction, upbeat and enthusiastic.
Strong executive presence, complimented by clear and convincing communication skills to respective client teams through oral, written, and formal presentation mediums.
High degree of integrity by honoring commitments and demonstrating consistent and predictable follow-up.
*Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.