Channel Sales Manager – Cloud Engineering - West Region

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.

 

Cloud CSMs are members of Deloitte’s Cloud Engineering consulting business.  Cloud CSMs, working closely with Cloud Sales Executives and Cloud Engineering Principals/Managing Directors, focus on securing relationships with AWS/Google Corporate Sales teams to uncover opportunities, develop territory sales strategies, and act as an advisor to pursuit teams throughout the sales process.

Work You will Do:

The CSM will act as the main point of contact for the AWS/Google sales team in the region. The CSM will focus on the vendor relationship with AWS/Google Account Managers/FSRs, and Regional Managers, co-facilitate meetings, quarterly business reviews, maintain the vendor specific pipeline for the region, plan for and coordinate key client events.

• Creating awareness of Deloitte’s AWS/Google capabilities with the respective vendors
• Utilizing these relationships to uncover new sales opportunities in the region
• Partnering with the Cloud sector-specific Sales Executive to develop sales opportunities for the Cloud Engineering Practice
• Assisting with business development activities by connecting the appropriate Deloitte Cloud Sales Executive and Deloitte Cloud PPMD team with the appropriate AWS/Google sales team for particular accounts
• Leading AWS/Google opportunity management process, including creating and updating relationship management system entries, reporting and maintenance 
• Leading the alliance planning session preparation, including agenda development, research, materials gathering and consolidation, coordination among alliance leadership, logistics, as well as notes capture and report outs
• Collaborating 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

  • Promote Deloitte presence at vendor events to vendor contacts and Deloitte clients.

• Supporting the alliance team in collecting and centrally storing relevant client materials (qualifications, proposals, etc.)
• Providing recommendations to AWS/Google leadership related to alliance management and infrastructure