Resell Alternative Structure Solutions and Offerings Manager
Do you enjoy the challenge of combining enterprise hardware and software from a variety of technology vendors to create world-class solutions and offerings that deliver value to clients? Are you able understand the nuance and underpinnings of vendor's marketplace programs to determine if and how to monetize that relationship? Are you able to combine multiple 3 rd party offerings in an economically compelling model that includes implementation and managed services into a single transaction? The Resell Alternative Structure Solutions and Offerings Manager has the unique opportunity to create the combination of technology and services clients in a way that is compelling to our clients and solidifies our value in the Resell ecosystem.
Work you will do
The Resell Alternative Structure Solutions and Offerings Manager is responsible for creating the solution offerings that maximize value to our clients and the Firm. This includes determining the vendors and technologies that can best be combined with Deloitte services over the short and long term in a compelling, repeatable way.
The Resell Alternative Structure Solutions and Offerings Manager will focus on the following activities:
Articulate to internal stakeholders the MSP, OEM, and white label vendor vetting process, required characteristics and metrics in order to onboard a new vendor
Communicate clearly to vendors our contracting approach, where we have flexibility and where we don't, with an eye on finding a productive path forward
Develop a working knowledge of internal incentives, financials, and the resulting implications
Gain an understanding of vendors' programs to determine where our focus should be, what the process is (i.e. deal registration) and how to approach sales opportunities effectively to maximize margin and win rate
Be familiar with vendors' sales teams' attitudes toward resell including the implications on the vendors' salesforce of MSP, and build the needed vendor relationships
Develop a strong working relationship with and gain the support of the project and pursuit leaders, and partners requesting alternative vendor relationships
Contribute to creation of internal and external awareness campaigns of the value of new MSP, OEM, and white label solutions and offerings
Provide insight into the nuance of sales results, including trends and insight into what works and what doesn't - the stories behind the story
In addition, the Resell Solutions and Offerings Manager will also support the below activities:
Participate in events to increase awareness of Deloitte's MSP, OEM, and white label capabilities
Develop and maintain strong relationships with all members of the Resell team, sales executives, and Ecosystems and Alliances leaders and team members
Provide thought leadership and guidance to Resell team as the focus of the team evolves
Become a trusted advisor to pursuit teams
Operate seamlessly with our operations, contracts & compliance, inside sales, and finance teams
Deloitte U.S.'s Resell team focuses on reselling of software, hardware, cloud services to our existing and new client base. The Resell team does this by collaborating with Deloitte Partners, Directors, Senior Managers and Sales Executives across Consulting to identify client engagements where there is a potential to bundle hardware and software sales with implementation and support services and maintenance.
Technology savvy background and able to apply technology to solve business issues.
Exceptional interpersonal written and verbal communication skills
Strong networking and negotiation skills
Experience in navigating in a matrixed organization (Partnership)
Advanced Microsoft Excel and PowerPoint skills
Strong project management skills: able to work independently on multiple assignments while maintaining quality deliverables
Ability to work well under pressure, maintain composure and flexibility
Proven ability to address and manage conflicts
Analytical thinker able to analyze and interpret sales related questions and inquiries
Highly proactive, self-starter
Knowledge of key players in the technology ecosystem and how they are relevant to Deloitte
Understand resell model
Ability to travel (up to 20%)
Education: Bachelor's degree
*Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Internal Number: 13968047
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