Alliance Manager – Cyber Detect & Response Services

Business Development & Sales | RELATIONSHIPS & SALES EXCELLENCE
Same job available in 18 locations

Position Summary

Deloitte is currently seeking candidates for a Solution Alliance Manager (AM) position focused on our Cyber Detect & Response solution.  The Solution AM will have strong Channel Sales Management and project management skills, attention to detail, outstanding oral / written communication skills, and the ability to work in a fast-paced environment across a matrixed organization to manage sales activities across the Cyber Detect & Response alliance ecosystem.

The Team

The Sales Center of Excellence (COE) supports Deloitte’s businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.

Work You’ll Do:

The Solution AM will work with the Cyber Detect and Response leadership and the AM teams across 5-6 alliances that are of strategic importance to Deloitte Cyber Detect and Response, and will act as the single point of contact for coordination of all alliance sales activities for the Detect and Response solution.  The Solution AM will develop deep knowledge of the Detect and Response alliance ecosystem and the Detect and Response Sales Executive team to identify and coordinate joint sales activities. The Solution AM will develop a deep knowledge of the Detect and Response solution and strong working relationships with the solution Sales Executive team to perform a wide variety of activities that will be focused on channel sales relationship management and sales development to connect cross alliance sales opportunities between solution Sales Executives, account teams, and alliance sales teams. The Solution AM will lead initiatives and the execution of solution enablement activities across the alliance ecosystem, co-facilitate meetings and cadence calls on pipeline, plan for and coordinate key client events, while building Deloitte’s brand and trust across the solution alliance ecosystem.  The role involves:

  • Co-lead the alliance planning sessions preparation, including agenda development, research, materials gathering and consolidation, coordination among alliance leadership, logistics, as well as notes capture and report outs.
  • Co-Lead the development and maintenance of alliance relationship tools including relationship strategy, relationship charts/relationship balance sheet as well as tracking relationship building action items across alliance team members
  • Co-Lead opportunity management process, including creating and updating relationship management system entries, reporting and maintenance
  • Coordinate Alliance Service Assessment activities with project and alliance leadership
  • Monitor and manage adherence to the Master Services Agreement (MSA) and alliance agreements
  • Assist with business development activities by connecting the alliance teams responsible with the appropriate Detect and Response solution Sales Executives, solution leaders, and account teams for targeted accounts
  • Collaborate with marketing teams to:

·         Propose ideas for alliance team to connect with clients, including customization of Deloitte eminence materials and distribution of relevant thought-leadership to key stakeholders

·         Identify brand differentiators at the client and create client-specific marketing materials, and work with the industry teams to engage our ACE and ACE+ accounts

  • Research and distribute relevant client and marketplace news to alliance team and also in-bound communication of alliance materials to the Deloitte teams
  • Have an understanding of alliance/engagement economics and key indicators
  • Understand levers that impact alliance/engagement economics
  • Manage qualifications process, including development/coordination/posting 
  • Support the alliance team in collecting and centrally storing relevant client materials (engagement deliverables etc.)
  • Monitor and share relevant thought leadership with alliance team
  • Act as the gateway for all alliance-related information requests
  • Provide recommendations to alliance leadership related to alliance management and infrastructure
  • Build strong cross-functional relationships with all members of the alliance team
  • Establish internal firm contacts with other alliance support practitioners engaged within the alliance(s), leverage alliance support activities and resources that can be brought to the alliance team
  • Stay current with alliance news, trends and hot topics
  • Ability to handle minimal travel to key events (estimated 3-5 per year)

Required Qualifications:

  • Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with alliance teams. Team player
  • Project management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple tasks
  • Minimum 5 years’ experience
  • Demonstrated success performing in a large matrixed organization
  • Excellent written and oral communications skills and interpersonal skills
  • Proficient in Microsoft Office suite – strong PowerPoint and Excel skills critical
  • Strong problem solving and analytical skills
  • Demonstrated ability to take initiative and interact with all levels of management
  • Ability to act autonomously, self-starter
  • Quick learner with high energy and creative problem-solving skills
  • Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future

·         Travel up to 25% (While 25% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice.)

  • Detail oriented, ability to adapt to changing environment
  • Energetic, enthusiastic and organized

Preferred Qualifications:

  • Bachelor’s degree



Our people and culture

Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively. It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges. This makes Deloitte one of the most rewarding places to work. Learn more about our inclusive culture.

Professional development

From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career. Learn more about our commitment to developing our people.

As used in this posting, "Deloitte" means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.

Requisition code: 50314


Caution against fraudulent job offers!

We have been informed of instances where jobseekers are led to believe of fictitious job opportunities with Deloitte US (“Deloitte”). In one or more such cases, false promises of actual or potential selection, or initiation or completion of the recruitment formalities appear to have been or are being made. Some jobseekers appear to have been asked to pay money to specified bank accounts of individuals or entities as a condition of their selection for a ‘job’ with Deloitte. These individuals or entities are in no way connected with Deloitte and do not represent or otherwise act on behalf of Deloitte.

We would like to clarify that:

  • At Deloitte, ethics and integrity are fundamental and not negotiable.
  • We are against corruption and neither offer bribes nor accept them, nor induce or permit any other party to make or receive bribes on our behalf.
  • We have not authorized any party or person to collect any money from jobseekers in any form whatsoever for promises of getting jobs in Deloitte.
  • We consider candidates on merit and that we provide an equal opportunity to eligible applicants.
  • No one other than designated Deloitte personnel (e.g., a Deloitte recruiter or Deloitte hiring partner) is permitted to extend any job offer from Deloitte.

Anyone who at any time has made or makes any payment to any party in exchange for promises of job or selection for a job with Deloitte or any matter related to this (including those for ‘registration’, ‘verification’ or ‘security deposit’) or otherwise engages with any such person who has made or makes fraudulent promises or offers, does so (or has done so) entirely at their own risk. Deloitte takes no responsibility or liability for any such unauthorized or fraudulent actions or engagements. We encourage jobseekers to exercise caution.