Specialist Manager, Channel Sales – ServiceNow - C_MAT

Deloitte•Tampa, FL

51d•$122,000 - $240,500•Hybrid

About The Position

Deloitte Consulting LLP is seeking a Channel Sales professional to expand market presence, strengthen ServiceNow relationships, and generate qualified pipeline across Cross Industry. This role is for a relationship-oriented sales professional with an entrepreneurial mindset, relevant industry and ServiceNow experience, and a demonstrated ability to activate partner ecosystems.

Requirements

A 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, with the ability to navigate complex organizations and connect the right people at the right time.
The 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.
A collaborative, team-oriented approach and the ability to influence cross-functional stakeholders without direct authority.
Strong organizational and analytical skills, including the ability to manage activity, pipeline, and performance data in a CRM environment.
Knowledge of enterprise software solutions, consulting services, and the broader ServiceNow marketplace.
5+ 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 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

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 bring forward 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 closely 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 by ensuring 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.