Channel Sales Senior Manager - Google Cloud - Federal Focus - Government & Public Services

Deloitte

5d•$175,300 - $307,500

About The Position

Deloitte is currently looking for a Channel Sales Senior Manager and cloud enthusiast to join Deloitte's Government and Public Services 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 drive new business opportunities, nurture Google relationships, and develop innovative go-to-market sales programs to grow Deloitte's Generative AI and cloud business in the US public sector market. 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.

Requirements

10+ years of experience in technology consulting with emphasis on cloud, data & analytics, and other advanced technologies.
6+ years of experience in channels and alliance go to market strategy and execution.
Demonstrated experience with Salesforce CRM reporting, analytics, and dashboards.
Ability to travel 0-15%, 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.

Nice To Haves

Relevant understanding of Google Cloud technologies and channel ecosystem, as well as a demonstrated understanding of modern approaches to cloud infrastructure, data & analytics, and generative AI.
Established network and relationships with Google Public Sector channel leaders and field sales representatives
Experience with the public sector information technology marketplace with emphasis on cloud-based solutions.
Experience with public sector proposals and pursuits.
Experience with professional services and large-scale information technology systems integrators
Experience managing internal and external sales activities to ensure consistent approach to pursuits and sales campaigns across markets.
Relevant certifications and professional accreditations in cloud, data & analytics, and generative AI; ex., Google Cloud Professional Cloud Architect, Google Cloud Digital Leader, and other relevant technology domains.

Responsibilities

Go-To-Market Activities: Serve as sales and GTM lead 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 and engage the relevant account 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 incentive programs to accelerate and win opportunities. 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 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 for shared metrics. Develop and maintain strong relationships with key stakeholders across Deloitte account teams and Deloitte's Google Alliance. 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.

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