Channel Sales Manager - Google Cloud - West Region

at  Deloitte

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.

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.

• 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