Deloitte US

Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) role focused on expanding our rapidly growing Databricks business in our Government and Public Services (GPS) market. CSMs will have relevant channel sales background with emphasis on experience and success in Databricks or similar cloud data and analytics platforms. Qualified CSM candidates will demonstrate an understanding of the public sector market. Will possess outstanding oral and written communication skills, and the ability to work in a fast-paced environment across a matrixed organization.

CSMs are members of Deloitte’s Client and Market Growth organization and focused on driving our Databricks solutions. CSMs will work closely with our GPS Sales Executives and Principals/Managing Directors across the practice as an essential member of the sales and pursuit lifecycle. Key activities include establishing and expanding relationships with Databricks account managers and field sales teams to uncover opportunities, develop and execute on account sales strategies, and act as an advisor to pursuit teams throughout the sales process. 

Work You will Do:

The CSM will act as the main point of contact and engagement with the Databricks sales teams in a defined set of accounts. The CSM will focus on the vendor relationship with Databricks account managers, business development leaders, and capture managers. Key activities include co-facilitating meetings to identify and qualify opportunities, planning for and coordinate joint campaigns and sales initiatives. Additional activities include:

• Create awareness of Deloitte’s specific assets and capabilities with Databricks sales teams
• Cultivate new relationships to uncover net new joint sales opportunities in Public Sector
• Collaborate with the GPS Sales Executives to develop sales opportunities
• Connect the appropriate Deloitte Sales Executive and Deloitte PPMD team with the appropriate Databricks sales leaders and team for designated accounts and maintain a regular cadence on opportunities and pursuits
• Work with the Deloitte Databricks Alliance Manager to plan and execute joint account planning sessions, including agenda development, research, materials gathering and consolidation, coordination among alliance leadership, logistics, as well as notes capture and report outs.
• Collaborate with Deloitte Databricks Alliance Manager and Deloitte Marketing Teams to:
  • Propose ideas for joint alliance marking activations to connect with clients, including customization of Deloitte eminence materials and distribution of relevant thought-leadership to key stakeholders
  • Support digital and in-person marketing events to drive awareness and engagement of our Databricks alliance and solutions

Qualifications include:

• 5+ years of sales experience as an Databricks or similar technology channel partner with emphasis on US public sector clients (State & Local, Higher Education and Federal)
• Exceptional relationship building/relationship management skills to establish rapport, trust and Deloitte brand preference with alliance partners
• Strong organizational skills and demonstrated ability to work in a fast-paced environment and manage multiple tasks
• Track record of 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
• Detail oriented, ability to adapt to changing environment
• Energetic, enthusiastic and organized
• Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $98,000 to $200,000.

You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.

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