Channel Sales Manager - Salesforce, Consumer Industry

at  Deloitte

Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) role, focusing on digital transformations enabled by Salesforce solutions for the Consumer industry. The CSM’s primary objective is to identify early stage opportunities by working directly with the Salesforce sales teams. The CSM will bring a clear, compelling perspective on the value Deloitte offers as a go-to-market partner with Salesforce-and, how Deloitte and Salesforce can position and sell our combined solutions to target accounts. CSMs will need to have strong networking skills, great sales instincts, Consumer industry knowledge, outstanding communication skills, and the ability to work in a fast-paced environment across a matrixed organization.

REQUIRED QUALIFICATIONS:

• Experience in large enterprise sales
• Proven track record of success in prior cloud sales position selling into large corporate clients
• 5+ years of relevant experience
• Business development background working in the Consumer space in all or some of the following sectors; Retail, Consumer Products, Automotive, Transportation, Hospitality
• Project Management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple parallel projects
• Demonstrated success in driving top-of-the-funnel activity, including a consistent track record of building pipeline/exceeding a sales quota
• Experience in technology consulting
• Experience and deep understanding of solution selling fundamentals, including-lead identification, qualification, stakeholder mapping, competitive analysis, budget confirmation, and compelling events
• Experience and understanding of forecasting, including-phase assignment, probability, close dates, risk analysis
• Proficient in Microsoft Office suite - strong PowerPoint and Excel skills critical
• Proficient in Salesforce Sales Cloud
• Ability to travel 20-60%, 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

CSMs will take a lead role in securing and maturing many key relationships with Salesforce Account Executives (AEs) and sales management across the Salesforce Consumer teams. The CSM will develop engagement and coverage strategies, co-facilitate meetings, secure and prepare for quarterly business reviews, grow pipeline by identifying and shaping new leads, manage pipeline in Deloitte’s instance of Salesforce, drive attendance to marketing events and help shape new offerings.

Key activities include:

• Identify new leads in the Consumer industry with Salesforce and Deloitte account teams
• Qualify new leads based on a select group of sector specific criteria
• Establish yourself as the face of Deloitte to all Salesforce sales executives and sales leaders.
• Drive the initial interaction between qualified sales account discussions between Deloitte account teams and Salesforce sales professionals.
• Create excitement around Deloitte’s Salesforce capabilities with the Salesforce Consumer Teams
• Develop authentic and trusted relationships with Salesforce team members
• Leverage Salesforce relationships to identify new sales leads, with a focus on creating leads at new logo accounts
• Partner with the Consumer and Sales Executive to qualify and shape leads into new sales opportunities
• Work closely with Deloitte Consumer Sector leaders in our Salesforce practice and also with our Deloitte industry leaders
• Assist with business development activities by teeing up account planning sessions with the appropriate Deloitte team members and Salesforce sales teams
• Meet sales targets/goals that will be set based on the number of new qualified leads surfaced on a monthly basis.
• Learn Deloitte’s Salesforce differentiators and create client-specific marketing and selling materials
• Track market trends and propose ideas for new differentiators to address new market opportunities
• CSM brings a strong understanding of the core aspects of the sales, marketing and servicing functions in Consume
• CSM should continue to build knowledge of forward-thinking processes and capabilities around digital transformations in Consumer
• Take a lead role in the opportunity management process, including actively leveraging the Deloitte CRM (Salesforce) solution for efficient collaboration and communication
• Work with the Consumer and broader team on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs

Collaborate with marketing teams to:

• Propose ideas for events to connect with clients, including customization of Deloitte eminence materials and distribution of relevant thought-leadership to key stakeholders
• Promote Deloitte presence at partner events to vendor contacts and Deloitte clients
• Drive client attendance at Deloitte and Salesforce events
• Support the broader team by collecting and curating relevant selling materials (thought leadership, success stories, proposals, etc.)