Deloitte Channel Sales Manager – Cloud Engineering - East Region in Arlington, Virginia
Channel Sales Manager Cloud Engineering
Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) roles focusing on Cloud transformations enabled by AWS Cloud and Google Cloud in multiple locations. CSMs will be dedicated to one of the two vendors, and will manage these vendors relationships across a specific geography, coordinating across the other selling resources that Deloitte brings to a sales cycle. CSMs will need to have strong networking skills, attention to detail, outstanding oral / written communication skills, and the ability to work in a fast-paced environment across a matrixed organization.
The Sales Center of Excellence (COE) supports Deloitte s businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.
Cloud CSMs are members of Deloitte s Cloud Engineering consulting business. Cloud CSMs, working closely with Cloud Sales Executives and Cloud Engineering Principals/Managing Directors, focus on securing relationships with AWS/Google Corporate Sales teams to uncover opportunities, develop territory sales strategies, and act as an advisor to pursuit teams throughout the sales process.
Work You will Do:
The CSM will act as the main point of contact for the AWS/Google sales team in the region. The CSM will focus on the vendor relationship with AWS/Google Account Managers/FSRs, and Regional Managers, co-facilitate meetings, quarterly business reviews, maintain the vendor specific pipeline for the region, plan for and coordinate key client events.
The role involves:
Creating awarenessof Deloitte s AWS/Google capabilities with the respective vendors
Utilizing these relationships to uncover new sales opportunities in the region
Partnering with the Cloud sector-specific Sales Executive to develop sales opportunities for the Cloud Engineering Practice
Assisting with business development activities by connecting the appropriate Deloitte Cloud Sales Executive and Deloitte Cloud PPMD team with the appropriate AWS/Google sales team for particular accounts
Leading AWS/Google opportunity management process, including creating and updating relationship management system entries, reporting and maintenance
Leading the alliance planning session preparation, including agenda development, research, materials gathering and consolidation, coordination among alliance leadership, logistics, as well as notes capture and report outs
Collaborating with marketing teams to:
Propose ideas for alliance team to connectwith clients, including customization of Deloitte eminence materials anddistribution of relevant thought-leadership to key stakeholders
Identify brand differentiators at theclient and create client-specific marketing materials
Promote Deloitte presence at vendor eventsto vendor contacts and Deloitte clients.
Supporting the alliance team in collecting and centrally storing relevant client materials (qualifications, proposals, etc.)
Providing recommendations to AWS/Google leadership related to alliance management and infrastructure
Ability to travel to key events (estimated 25% travel)
Category: Business Development / Sales / Marketing
As used in this document, Deloitte means Deloitte LLP and its subsidiaries. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. 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.