Deloitte Government & Public Services Alliance Manager - Salesforce in Baltimore, Maryland

Government & Public Services Alliance Manager Salesforce

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 Government & Public Services (GPS) Salesforce Alliance Manager role.

As an Alliance Manager you ll be part of a team that is central to the firm s growth strategy. In this role you ll be responsible for managing the operations of the alliance, establishing and nurturing executive level relationships, and bringing GTM plans to life.

Work You ll Do

Alliance managers have a breadth of responsibilities which are prioritized with the Alliance PPMD team. Those activities include:

  • Relationship Management Establish, manage, and support a meeting cadence to foster strong executive relationships between Salesforce and Deloitte. Work with Salesforce and Deloitte leaders to understand key criteria & KPIs for the alliance and keep management apprised of the health of the relationship. Keep our Salesforce 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 an up-to-date alliance business plan highlighting GTM approach, top priorities, our capabilities and financial goals for the alliance.

  • Ensure opportunities are appropriately registered with Salesforce (as required).

  • Manage any co-marketing funds & consulting alliance budget.

  • Coordinate with PPMD sector champions to track and drive sector-based GTM plans.

  • Act as an information clearinghouse as it relates to the Salesforce alliance/product line.

  • Coordinate Alliance operations by working closely with Lead Alliance Partner (LAP) and Alliance thread leads across Marketing, Sales, Sales Enablement, Solutions, and Talent.

  • Establish and maintain clear and consistent alliance reporting across all operating threads.

  • Ensure key practice meetings are schedule and occur on a regular basis.

  • Ensure that training requirements are being met.

  • Ensure that Community of Practice (CoP) is active and relevant.

  • Participate in global coordination as required.

  • Pipeline Tracking, Validation & Reporting Work with Deloitte Sales Executives to maintain an accurate joint sales pipeline with Salesforce. Own and drive all aspects of operational reporting including wins, pipeline, quals, awards and any other metrics important to the Salesforce alliance and key stakeholders.

  • Practice Communications & Knowledge Management Manage all aspects of alliance communications, in close collaboration with Alliance communication manager, and with Salesforce counterparts as appropriate. Ensure that key wins are recorded, tracked and communicated to the field. Maintain AllianceSource as the central repository for all Salesforce alliance related information.

  • Marketing Coordination Work closely with alliance marketing colleagues to ensure that the Salesforce alliance is properly marketed. Coordinate with colleagues to ensure collateral is up-to-date, there is a cadence for regular communication to the practice and that eminence pieces are planned and delivered in a timely manner. Provide direction and oversight to event planning activities.

Qualifications

Required

  • Bachelor s degree

  • 10 years professional experience, with 3-5 years focused on alliance management or practice management.

  • Experience working in or with System Integrators, such as Deloitte.

  • Strong content knowledge in the cloud space is required.

  • 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 translate technical information into business and sales opportunities.

  • Strong executive presence, with strong oral and written communication skills.

Preferred

  • Ability to understand and articulate value proposition for Salesforce integration is preferred.

  • Strong network within Deloitte is preferred

  • Experience supporting federal, state, and/or local clients

Level: Enabling Manager

Location: US- Open

Travel: Up to 50% required, depending on home base

The Team

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.

Government & Public Services (GPS) brings together our Federal, State & Local, and Higher Education practices, aligning complementary capabilities to establish Deloitte as the premier professional services provider in the public sphere.

Category: Management Consulting

About Deloitte

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.