Deloitte Americas Alliance Manager, SAP (Enabling Manager or Senior Manager) in Harrisburg, Pennsylvania
Americas Alliance Manager, SAP (Enabling Manager or Senior Manager)
Do you excel at leading teams, building relationships and enjoy bringing go-to-market (GTM) strategies to life? If so, you may be a great fit for our Americas Alliance Manager role. You will have the opportunity to establish and nurture executive level relationships with Deloitte and SAP leadership. This is an exciting opportunity to shape and grow a strategic alliance, lead a team of alliance managers and drive business growth.
Work You ll Do
SAP Alliance Senior Managers have a breadth of responsibilities which are prioritized within the Alliance Leadership team. Those activities include:
Relationship Management Establish, manage, and support a meeting cadence to foster strong executive relationships between Deloitte and SAP. Work with Deloitte and SAP leaders to understand and track key criteria & KPI s for the alliance and keep management apprised of the health of the relationship. Keep our SAP counterparts up to date regarding everything we are doing to drive incremental sales & enhance the relationship.
Alliances Operations Act as the Chief Operating Officer of the alliance:
o Maintain the strategic SAP 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.
o Understand and articulate the full impact of your alliance on Deloitte s business, including sell-with, sell-to, resell and buy-from metrics.
o Manage the consulting alliance budget specific to the SAP alliance.
o Coordinate with E&A Liaisons to track and drive sector-based GTM plans.
o Identify and drive Americas GTM campaigns with local country and regional leaders.
o Act as an information clearinghouse as it relates to the SAP alliance.
o Establish and maintain clear and consistent alliance reporting.
o Drive Americas coordination and collaboration with regional SAP alliance managers and practice leaders
o Collaborate closely with alliance leadership on consultant enablement and pursuit support.
o Ensure that training requirements are met.
o Coordinate with Community of Practice (CoP) lead to ensure that the community is active and relevant.
o Support key practice meetings and ensure that they are scheduled and occur on a regular basis.
Deliver Firm Competencies -Demonstrate ability to identify new SAP solutions and drive strategy to map to Deloitte s businesses and signature issues. Drive conversations around ecosystem development activities that include SAP. Develop and evangelize Deloitte cloud-based value propositions with SAP sales reps, which could include product/solution value propositions, client references and market positioning
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.
Practice Communications & Knowledge Management Manage all aspects of alliance communications, in close collaboration with your counterparts at SAP, where appropriate. Ensure that key wins are recorded, tracked and communicated to the field. Identify new opportunities for training Deloitte staff and maintain all alliance related information in central repository.
Marketing Coordination Work closely with Alliance Marketing team to create a marketing plan that supports your alliance business objectives. Provide support to marketing campaign and event execution. Coordinate with colleagues to ensure collateral is up-to-date.
Team Leadership Lead a Americas team of alliance managers and/or PMO s to efficiently and effectively deliver against the strategic priorities of the alliance. Promote Americas collaboration to drive an integrated SAP Cloud strategy and plan that benefits the alliance. Lead discussions in QBR s and Annual Alliance Business Planning/Reviews.
How You ll Grow
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there s always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. Explore Deloitte University, The Leadership Center. at https://zoomforth.com/s/deloitte/du#home
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.