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Deloitte Channel Sales Manager - Google Cloud in Los Angeles, California

Deloitte is currently looking for an experienced Channel Sales Manager and Cloud enthusiast to join Deloitte's growing Sales Team, supporting our Google Cloud Alliance.

This role will be focused on the West Region.

Channel Sales Managers (CSMs) are a dynamic, co-evolving community of partner-facing individuals working to create and capture value from our most strategic alliance partners. As the connective tissue between Deloitte's Sales, Alliance, Offering Portfolio, and Industry leaders, you will harness your entrepreneurial spirit to drive new business opportunities, nurture Google relationships, and develop innovative go-to-market sales programs to grow Deloitte's business in your geography.

As one of Google's largest partners, Deloitte is proud to work with Google Cloud to help our clients transform and build what's next for their business. Google delivers enterprise-grade cloud solutions that leverage their cutting-edge technology to help companies operate more efficiently and adapt to changing needs.

As a Channel Sales Manager, you will be the primary point of contact for the Google Partner and Sales field teams for Global clients. You will be responsible for:

  • Alliance Relationship Development and Management:

  • Develop and execute relationship management across the region/vertical, including mapping the relevant Deloitte and Google roles, ensuring a regular cadence and communication, aligning business goals and objectives, and holding all parties accountable for shared metrics.

  • Develop strong relationships with key stakeholders across Deloitte account teams and Deloitte's Google Alliance.

  • Leverage Deloitte and Google's eminence by participating in key industry/regional events to build relationships and develop new business opportunities

  • Business Development and Sales Execution:

  • Act as the Google ambassador by supporting overall vendor strategy and providing valuable vendor expertise to assist in pursuits.

  • Develop organized and differentiated go to market activities across region/verticals within Cloud Engineering and Alliance growth areas

  • Lead preparations for formal sales meetings and account planning sessions between Google and Deloitte Account Teams

  • Develop "Pursuit Packages" that will help pursuit leaders and Cloud Sales Executives prepare RFI/P responses, proposals, oral presentations, and SOWs.

  • Identify and align appropriate Google partner resources and programs to pursue, manage and win opportunities.

  • Leverage established sales best practices to ensure proper management of pipeline.

  • Go-To-Market Offering Support:

  • Collaborate with Market Offering and Alliance Leadership to Identify, build, and execute go-to-market programs and sales sprints for key platform solutions.

  • Drive awareness and market activation around key platform solutions by aligning Sales, Alliances, and Marketing functions from both organizations

  • Support Google leadership in developing account and practice plans during the annual planning process

  • Internal Vendor Advocacy & Promotion

  • Serve as the Google trusted advisor on identified opportunities through mature sales pursuits

  • Promote awareness and understanding of Google offerings, partner programs, Deloitte's practice capabilities and key joint wins.

The Team

Our Cloud Engineering team focuses on enabling our client's end-to-end journey from On-Premises to Cloud, with opportunities in the areas of: Cloud Strategy, Op Model Transformation, Cloud Development, Cloud Integration & APIs, Cloud Migration, Cloud Infrastructure & Engineering, and Cloud Managed Services. We help our clients see the transformational capabilities of Cloud as an opportunity for business enablement and competitive advantage.

Cloud Engineering supports our clients as they improve agility and resilience and identifies opportunities to reduce IT operations spend through automation by enabling Cloud. We accelerate our clients towards a technology-driven future, leveraging vendor solutions and Deloitte-developed software products, tools, and accelerators.

Recruiting for this role ends on June 16, 2024.

Qualifications include

We are looking for exceptional sales/alliance professionals who come from strong Cloud backgrounds, are familiar with solution-based approaches to selling, and possess experience managing complex sales processes.

Required

  • 5+ years' experience in IT/Cloud markets with an emphasis on significant business development and client relationship experience

  • Ability to travel up to 40%, on average, based on the work you do and the clients and industries/sectors you serve

  • Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.

Preferred

  • Deep understanding of Google Cloud technologies and ecosystem, as well as a demonstrated understanding of modern approaches to Cloud infrastructure, software development, and legacy systems

  • Understanding cloud environment performance, including metrics such as usage and costs, application performance, and business-specific analytics, as well as implementing cost-control strategies

  • Functional understanding of cloud architecture and value drivers for adopting the cloud

  • Strong experience with Google, including training certifications and relationships with Google and partners in the Google ecosystem

  • Expert level understanding of Cloud marketplace and strong command of market messaging and presence for Cloud-oriented professional services firms

  • Experience serving and selling to enterprise clients within the Fortune 500

  • Experience working within a team environment for large, complex engagements with teaming partners, staff, and practice leadership at all stages of the capture lifecycle

  • Strong experience independently developing and securing relationships with key decision makers, buyers, influencers, and others from executive to field level.

  • Ability to maintain strong relationships with channel partners, including other System Integrators, OEMs, ISVs, VARs, PaaS/SaaS Providers, and CSPs; understand how to apply these solutions to market spaces in conjunction with professional services

  • Managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups

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 $98,000 to $200,000.

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.

Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html

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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.

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.

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