Deloitte Operate Focused Alliance Manager (Senior Manager) - National_Office in Baltimore, Maryland
Operate Focused Alliance Manager (Senior Manager)
Do you excel at working on large deals, leading teams, building relationships and enjoy bringing go-to-market (GTM) strategies to life? If so, you may be a great fit for our Operate Alliances Senior Manager role. You will have the opportunity to establish and nurture long-term executive level relationships with Deloitte and Alliance Partner leadership. This is an exciting opportunity to drive the strategy for, establish, shape and grow a set of strategic alliances which are primarily focused on growing the business that brings in a recurring revenue stream (think managed services, as-a-service etc.).
Work You'll Do
Alliance Senior Managers have a breadth of responsibilities which are prioritized within the Alliance Leadership team. Those activities include:
Go To Market and Strategy & Operations for Existing and Emerging Operate Focused Alliances -
Help engagement teams understand the value proposition of your alliances in rounding the portfolio of services that can be provided to clients.
Aid your alliances in understanding the business model/culture of Deloitte when going to market together.
Work across Deloitte account teams and alliances to shape deals.
Maintain the strategic alliance plan, coordinating with your Deloitte Lead Alliance Partner, other alliance managers on your team and practice 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.
Understand and articulate the full impact of your alliance on Deloitte's business, including sell-with, sell-to, resell and buy-from metrics.
Manage the consulting alliance budget specific to your alliance.
Coordinate with E&A Liaisons to track and drive Offering and sector-based GTM plans.
Act as an information clearinghouse as it relates to your alliance.
Establish and maintain clear and consistent alliance reporting.
Participate in global coordination as required.
Collaborate closely with alliance leadership 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 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 for your alliance. Own and drive all aspects of operational reporting including wins, pipeline, quals, awards and any other metrics important to the alliance and key stakeholders. Prioritize and elevate visibility to key/must win deals with your alliance.
Relationship Management -
Foster and grow strong executive relationships between Deloitte and your Alliance.
Align with alliance partner to establish and manage overall health of the relationship.
Alliance single point of contact. Ensure alliance partner is aware of the impact Deloitte has on incremental sales
Foster internal relationships to further your alliance impact
Understand and be conversant on technology, strategic priorities, and partner programs. Bring a point of view and connect the dots on these topics to identify and drive growth opportunities for Deloitte
Deliver Firm Competencies - Demonstrate ability to identify new Alliance solutions and drive strategy to map to Deloitte's businesses and signature issues. Drive conversations around ecosystem development activities that include your alliance.
Practice Communications & Knowledge Management - Manage all aspects of alliance communications, in close collaboration with your counterparts at your alliance, where appropriate. Ensure that key wins are recorded, tracked and communicated to the field. Identify new opportunities for training Deloitte staff and maintain AllianceSource as the central repository for all alliance related information.
Marketing Coordination - Work closely with Alliance Marketing team to create a marketing plan that supports your alliance business objectives. Provide support and oversight to marketing campaign and event execution. Coordinate with colleagues to ensure collateral is up-to-date.
Team Leadership - Where appropriate, lead a team of alliance managers and/or PMO's to efficiently and effectively deliver against the strategic priorities of the alliance. Lead discussions in QBR's and Annual Alliance Business Planning/Reviews.
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.
Bachelor's degree, advanced degree a plus
12+ years professional experience with 5+ years focused on alliance management or equivalent experience working with vendors.
Experience working in or with System Integrators, Managed Services and/or BPO providers - preferably in a sales and/or leadership capacity
Proficient Microsoft Excel and PowerPoint skills.
Ability to travel up to 25%, on average, based on the clients and industries/sectors you serve
Good knowledge of the landscape of companies providing such services (e.g. Accenture, IBM, Cognizant, Infosys, Wipro, Genpact, Conduent etc.)
Working knowledge of alliances domain
Ability to foster and drive relationships across the extended lines of business and emerging alliances.
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 network within the systems integration and managed services companies
Ability to understand and articulate value proposition for alliance solutions
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.
Strong aptitude and passion for driving operational detail and market impact.
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $161,000-$294,000.
You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.
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.