Channel Sales Manager - Google Cloud
Deloitte
- Boise, ID
- $98,000-200,000 per year
- Permanent
- Full-time
- 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.
- 5+ years' experience in IT/Cloud markets with an emphasis on significant business development and client relationship experience
- Ability to travel up to 40%, 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.
- Deep understanding of Google Cloud technologies and ecosystem, as well as a demonstrated understanding of modern approaches to Cloud infrastructure, software development, and legacy systems
- Understanding cloud environment performance, including metrics such as usage and costs, application performance, and business-specific analytics, as well as implementing cost-control strategies
- Functional understanding of cloud architecture and value drivers for adopting the cloud
- Strong experience with Google, including training certifications and relationships with Google and partners in the Google ecosystem
- Expert level understanding of Cloud marketplace and strong command of market messaging and presence for Cloud-oriented professional services firms
- Experience serving and selling to enterprise clients within the Fortune 500
- Experience working within a team environment for large, complex engagements with teaming partners, staff, and practice leadership at all stages of the capture lifecycle
- Strong experience independently developing and securing relationships with key decision makers, buyers, influencers, and others from executive to field level.
- Ability to maintain strong relationships with channel partners, including other System Integrators, OEMs, ISVs, VARs, PaaS/SaaS Providers, and CSPs; understand how to apply these solutions to market spaces in conjunction with professional services
- Managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups