Lead, Channel Sales - Google Cloud - Government & Public Services

at  Deloitte

LEAD SPECIALIST, CHANNEL SALES - GOOGLE CLOUD

Deloitte is currently looking for a Channel Sales Lead Specialist and cloud enthusiast to join Deloitte’s Government and Public Services (GPS) Sales Team, supporting our Google Cloud Alliance.
Channel Sales is a dynamic, co-evolving community of partner-facing individuals working to create and capture value from our most strategic technology alliance partners. As the connective tissue between Deloitte’s Sales, Alliance, Offering Portfolio, and Industry leaders, you will harness your entrepreneurial spirit to identify new business opportunities, nurture Google relationships, and drive demand generation campaigns. This role will focus specifically on advancing Deloitte’s Google-based data, analytics, generative AI, and cloud business in the US public sector market. In addition, this role will contribute to driving Deloitte’s solutions built on Google focused on sustainability, climate & equity (SC&E).
Recognized as one of Google’s top global partners, Deloitte is proud to work with Google Cloud to help our clients transform and build what’s next for their business. In 2023, Deloitte was named the Partner of the Year for Public Sector (Global), Services (North America), Security Specialization (Global), and the Generative AI Industry Solution (Global). Deloitte and Google collaborate to deliver enterprise-grade cloud, AI, data, and analytics solutions that leverage cutting-edge technology to help government agencies operate more efficiently and adapt to changing needs.

The Channel Sales role serves as the primary engagement point for the Google field sales teams for US public sector clients. This is a vendor-facing role that creates and captures value from one of Deloitte’s strategic alliance partners in public sector. You will be responsible for:

• Go-To-Market Activities:
• Serve as sales and GTM contact for joint Deloitte/Google campaigns in the US public sector market focused on key clients and solution areas.
• Collaborate with Deloitte solutions and alliance leaders to identify, build, and execute go-to-market programs and sales sprints for key platform solutions.
• Qualify in-bound leads from Google field sales representatives across public sector accounts and engage the relevant Deloitte client and offering teams on pursuits.
• Support Deloitte’s alliance leadership team in developing growth plans as part of the annual planning and investment process.
• Business Development and Sales Execution:
• Act as the Google ambassador by supporting overall vendor growth strategy and providing valuable vendor expertise to increase probability of win on pursuits.
• Develop organized and differentiated go to market activities across Deloitte GPS sectors across our cloud and data & analytics offerings.
• Develop and maintain reusable proposal content library to help pursuit leaders and Sales Executives prepare RFX responses, proposals, oral presentations, and SOWs.
• Identify and align appropriate Google partner resources and exploit relevant incentive programs to accelerate opportunities and drive margin creation.
• Represent Deloitte at key market events, activities, and conferences to connect with clients and prospects, generate leads, and identify new opportunities.
• Ensure optimal CRM hygiene to promote accurate sales reporting and forecasting of the alliance pipeline.
• Alliance Relationship Development and Management:
• Influence and inform the broader public sector relationship strategy, including mapping the relevant Deloitte and Google roles, ensuring a regular cadence and communication, aligning business goals and objectives, and holding all parties accountable to meet joint goals.
• Develop and maintain strong relationships with key stakeholders across Deloitte account teams and Deloitte’s Google Alliance.
• Conduct joint account planning sessions between Deloitte and Google to build comprehensive GTM plans focused on growing joint business with specific agency clients.
• Promote Deloitte and Google’s eminence by participating in key public sector events to build relationships and develop new business opportunities.
• Internal Vendor Advocacy & Promotion
• Serve as the Google subject matter expert with internal teams to accelerate key opportunities and pursuits.
• Promote awareness and understanding across Deloitte’s public sector practice of Google offerings, partner programs, joint solutions, client success stories, etc.

QUALIFICATIONS INCLUDE:

We are looking for exceptional sales/alliance professionals who have demonstrated cloud and technology backgrounds, are familiar with solution-based approaches to selling, and possess experience with top-tier channel relationships.

• Go-To-Market Activities:
• Serve as sales and GTM contact for joint Deloitte/Google campaigns in the US public sector market focused on key clients and solution areas.
• Collaborate with Deloitte solutions and alliance leaders to identify, build, and execute go-to-market programs and sales sprints for key platform solutions.
• Qualify in-bound leads from Google field sales representatives across public sector accounts and engage the relevant Deloitte client and offering teams on pursuits.
• Support Deloitte’s alliance leadership team in developing growth plans as part of the annual planning and investment process.
• Business Development and Sales Execution:
• Act as the Google ambassador by supporting overall vendor growth strategy and providing valuable vendor expertise to increase probability of win on pursuits.
• Develop organized and differentiated go to market activities across Deloitte GPS sectors across our cloud and data & analytics offerings.
• Develop and maintain reusable proposal content library to help pursuit leaders and Sales Executives prepare RFX responses, proposals, oral presentations, and SOWs.
• Identify and align appropriate Google partner resources and exploit relevant incentive programs to accelerate opportunities and drive margin creation.
• Represent Deloitte at key market events, activities, and conferences to connect with clients and prospects, generate leads, and identify new opportunities.
• Ensure optimal CRM hygiene to promote accurate sales reporting and forecasting of the alliance pipeline.
• Alliance Relationship Development and Management:
• Influence and inform the broader public sector relationship strategy, including mapping the relevant Deloitte and Google roles, ensuring a regular cadence and communication, aligning business goals and objectives, and holding all parties accountable to meet joint goals.
• Develop and maintain strong relationships with key stakeholders across Deloitte account teams and Deloitte’s Google Alliance.
• Conduct joint account planning sessions between Deloitte and Google to build comprehensive GTM plans focused on growing joint business with specific agency clients.
• Promote Deloitte and Google’s eminence by participating in key public sector events to build relationships and develop new business opportunities.
• Internal Vendor Advocacy & Promotion
• Serve as the Google subject matter expert with internal teams to accelerate key opportunities and pursuits.
• Promote awareness and understanding across Deloitte’s public sector practice of Google offerings, partner programs, joint solutions, client success stories, etc