Specialist Lead, Channel Sales – ServiceNow -C_MAT

Deloitte • Tampa, FL

1d • $100,400 - $197,900

About The Position

Deloitte Consulting LLP is seeking a relationship-oriented Channel Sales professional with an entrepreneurial mindset, relevant industry and ServiceNow experience, and a demonstrated ability to activate partner ecosystems. The role will expand Deloitte’s market presence, strengthen ServiceNow relationships, and generate qualified pipeline across Cross Industry. The position is part of the Sales Center of Excellence, which supports Deloitte’s businesses in identifying, nurturing, and closing sales opportunities.

The successful candidate will activate the ServiceNow ecosystem to create market awareness, uncover opportunities, and generate qualified pipeline. They will work with Sales Executives, account teams, ServiceNow stakeholders, and Marketing to turn relationships and market insight into actionable growth opportunities. The role involves building strategic relationships and engagement plans, facilitating joint account planning and opportunity-creation activities, supporting demand-generation programs, and tracking pipeline and performance metrics.

The role is available in 29 U.S. locations and may require travel up to 50% on average. Recruiting for this role ends on 11/05/2026. The estimated compensation range is $100,400 to $197,900, and the employee may also be eligible for a discretionary annual incentive program.

Requirements

• At least 4 years of experience in channel sales, alliance management, business development, partner marketing, or related go-to-market roles.
• Experience working within a complex, matrixed organization and coordinating cross-functional sales and marketing activity.
• Demonstrated success developing partner relationships and generating pipeline through joint go-to-market activity.
• Experience with pipeline management, CRM reporting, and measuring the effectiveness of demand-generation activity.
• Ability to travel up to 50% on average, based on the work performed and the clients and industries or sectors served.
• Must be legally authorized to work in the United States without employer sponsorship now or at any time in the future.
• Proven track record in channel sales, alliance management, business development, partner marketing, or inside sales.
• Experience developing relationships with partner sales organizations, technology providers, systems integrators, or other strategic ecosystem partners.
• Strong relationship-mapping and stakeholder-management skills, including the ability to navigate complex organizations and connect the right people.
• Ability to translate client, partner, and market insights into practical opportunity-creation strategies.
• Experience working with sales and marketing teams to develop and execute demand-generation and pipeline-creation initiatives.
• Strong executive communication, presentation, facilitation, and follow-up skills.
• Collaborative, team-oriented approach and ability to influence cross-functional stakeholders without direct authority.
• Strong organizational and analytical skills, including ability to manage activity, pipeline, and performance data in a CRM environment.
• Knowledge of enterprise software solutions, consulting services, and the broader ServiceNow marketplace.

Nice To Haves

• Experience with ServiceNow, including its technology, sales organization, partner ecosystem, and go-to-market model.
• Established relationships with ServiceNow sales representatives, client executives, industry leaders, or channel stakeholders.
• Experience supporting account-based marketing, joint campaigns, industry events, or other co-marketing programs.
• Experience selling or supporting the sale of complex, project-based professional services.
• Undergraduate degree; advanced degree preferred.

Responsibilities

• Build and maintain a strategic relationship map across ServiceNow, including sales leaders, client executives, industry leaders, account teams, solution specialists, and other influential stakeholders.
• Identify relationship gaps, priority connections, and engagement opportunities that increase Deloitte’s visibility and access across the ServiceNow ecosystem and internally.
• Partner with Sales Executives and Deloitte account teams to identify target accounts, develop contact strategies, and activate joint go-to-market opportunities.
• Help frame the purpose and desired outcomes of joint opportunity calls, recommend approaches that have worked in other accounts, and share relevant examples from similar clients to spark opportunity creation.
• Facilitate and support joint account planning, relationship-mapping sessions, pipeline reviews, and opportunity-creation calls with ServiceNow and Deloitte stakeholders.
• Create repeatable engagement approaches that help account teams use ServiceNow relationships, industry insights, and solution capabilities to open doors and advance early-stage opportunities.
• Work with Marketing to plan and execute joint demand-generation initiatives, including events, workshops, webinars, campaigns, and targeted account-based marketing activities.
• Convert marketing activity, partner interactions, and market intelligence into qualified opportunities through timely follow-up, clear ownership, and disciplined pipeline tracking.
• Capture and share leading practices, client examples, market signals, and successful co-sell approaches to improve opportunity creation across the territory.
• Track and report on key performance indicators, including relationship coverage, joint activities, marketing-sourced leads, pipeline created, pipeline influenced, and conversion to qualified opportunities.
• Provide data-driven recommendations on where to focus relationship-building, marketing investment, and joint sales activity to maximize pipeline generation and growth.

Benefits

• Broad range of employee benefits.
• Opportunities to build new skills, take on leadership opportunities, and grow through mentorship and formal development programs.
• May be eligible to participate in a discretionary annual incentive program.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed