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Deloitte Alliance Manager - Cyber Detect & Response Services in Philadelphia, Pennsylvania

Deloitte is currently seeking candidates for a Solution Alliance Manager (AM) position focused on our Cyber Detect & Response solution. The Solution AM will have strong Channel Sales Management and project management skills, attention to detail, outstanding oral / written communication skills, and the ability to work in a fast-paced environment across a matrixed organization to manage sales activities across the Cyber Detect & Response alliance ecosystem.

The Team

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.

Work You'll Do:

The Solution AM will work with the Cyber Detect and Response leadership and the AM teams across 5-6 alliances that are of strategic importance to Deloitte Cyber Detect and Response, and will act as the single point of contact for coordination of all alliance sales activities for the Detect and Response solution. The Solution AM will develop deep knowledge of the Detect and Response alliance ecosystem and the Detect and Response Sales Executive team to identify and coordinate joint sales activities. The Solution AM will develop a deep knowledge of the Detect and Response solution and strong working relationships with the solution Sales Executive team to perform a wide variety of activities that will be focused on channel sales relationship management and sales development to connect cross alliance sales opportunities between solution Sales Executives, account teams, and alliance sales teams. The Solution AM will lead initiatives and the execution of solution enablement activities across the alliance ecosystem, co-facilitate meetings and cadence calls on pipeline, plan for and coordinate key client events, while building Deloitte's brand and trust across the solution alliance ecosystem. The role involves:

  • Co-lead the alliance planning sessions preparation, including agenda development, research, materials gathering and consolidation, coordination among alliance leadership, logistics, as well as notes capture and report outs.

  • Co-Lead the development and maintenance of alliance relationship tools including relationship strategy, relationship charts/relationship balance sheet as well as tracking relationship building action items across alliance team members

  • Co-Lead opportunity management process, including creating and updating relationship management system entries, reporting and maintenance

  • Coordinate Alliance Service Assessment activities with project and alliance leadership

  • Monitor and manage adherence to the Master Services Agreement (MSA) and alliance agreements

  • Assist with business development activities by connecting the alliance teams responsible with the appropriate Detect and Response solution Sales Executives, solution leaders, and account teams for targeted accounts

  • Collaborate with marketing teams to:

    • Propose ideas for alliance team to connect with clients, including customization of Deloitte eminence materials and distribution of relevant thought-leadership to key stakeholders

    • Identify brand differentiators at the client and create client-specific marketing materials, and work with the industry teams to engage our ACE and ACE+ accounts

  • Research and distribute relevant client and marketplace news to alliance team and also in-bound communication of alliance materials to the Deloitte teams

  • Have an understanding of alliance/engagement economics and key indicators

  • Understand levers that impact alliance/engagement economics

  • Manage qualifications process, including development/coordination/posting

  • Support the alliance team in collecting and centrally storing relevant client materials (engagement deliverables etc.)

  • Monitor and share relevant thought leadership with alliance team

  • Act as the gateway for all alliance-related information requests

  • Provide recommendations to alliance leadership related to alliance management and infrastructure

  • Build strong cross-functional relationships with all members of the alliance team

  • Establish internal firm contacts with other alliance support practitioners engaged within the alliance(s), leverage alliance support activities and resources that can be brought to the alliance team

  • Stay current with alliance news, trends and hot topics

  • Ability to handle minimal travel to key events (estimated 3-5 per year)

    Required Qualifications:

  • Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with alliance teams. Team player

  • Project management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple tasks

  • Minimum 5 years' experience

  • Demonstrated success performing in a large matrixed organization

  • Excellent written and oral communications skills and interpersonal skills

  • Proficient in Microsoft Office suite - strong PowerPoint and Excel skills critical

  • Strong problem solving and analytical skills

  • Demonstrated ability to take initiative and interact with all levels of management

  • Ability to act autonomously, self-starter

  • Quick learner with high energy and creative problem-solving skills

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

    • Travel up to 25% (While 25% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice.)

  • Detail oriented, ability to adapt to changing environment

  • Energetic, enthusiastic and organized

    Preferred Qualifications :

  • Bachelor's degree

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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.

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