Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) role, focusing on digital transformations enabled by Salesforce solutions for the Financial Services industry. The CSM’s primary objective is to identify early stage opportunities by working directly with the Salesforce sales teams. The CSM will bring a clear, compelling perspective on the value Deloitte offers as a go-to-market partner with Salesforce—and, how Deloitte and Salesforce can position and sell our combined solutions to target accounts. CSMs will need to have strong networking skills, great sales instincts, Financial Services industry knowledge, outstanding communication skills, and the ability to work in a fast-paced environment across a matrixed organization.
The team
CSMs are members of Deloitte’s Salesforce Sales Team. CSMs, working closely with Sales Executives (SEs), Principals, and Managing Directors, focus on developing trusted relationships with Salesforce Sales teams, Partner Alliance teams and Go-To-Market teams. The CSM will work most closely with the existing Deloitte Sales Executives as the highly visible go-to Deloitte contacts for the Salesforce Financial Services sales and partner alliance teams. Additionally, CSMs will engage directly with the broader Deloitte Financial Services teams for knowledge sharing and evangelizing Deloitte’s Salesforce capabilities.
Recruiting for this role ends 12/2/24
Work you’ll do:
CSMs will take a lead role in securing and maturing many key relationships with Salesforce Account Executives (AEs) and sales management across the Salesforce Financial Services teams. The CSM will develop engagement and coverage strategies, co-facilitate meetings, secure and prepare for quarterly business reviews, grow pipeline by identifying and shaping new leads, manage pipeline in Deloitte’s instance of Salesforce, drive attendance to marketing events and help shape new offerings.
Key activities include:
- Identify new leads in the Financial Services industry with Salesforce and Deloitte account teams
- Qualify new leads based on a select group of sector specific criteria
- Establish yourself as the face of Deloitte to all Salesforce sales executives and sales leaders.
- Drive the initial interaction between qualified sales account discussions between Deloitte account teams and Salesforce sales professionals.
- Create excitement around Deloitte’s Salesforce capabilities with the Salesforce Financial Services Teams
- Develop authentic and trusted relationships with Salesforce team members
- Leverage Salesforce relationships to identify new sales leads, with a focus on creating leads at new logo accounts
- Partner with the Financial Services and Sales Executive to qualify and shape leads into new sales opportunities
- Work closely with Deloitte Financial Services Sector leaders in our Salesforce practice and also with our Deloitte industry leaders
- Assist with business development activities by teeing up account planning sessions with the appropriate Deloitte team members and Salesforce sales teams
- Meet sales targets/goals that will be set based on the number of new qualified leads surfaced on a monthly basis.
- Learn Deloitte’s Salesforce differentiators and create client-specific marketing and selling materials
- Track market trends and propose ideas for new differentiators to address new market opportunities
- CSM brings a strong understanding of the core aspects of the sales, marketing and servicing functions in Financial Services
- CSM should continue to build knowledge of forward-thinking processes and capabilities around digital transformations in Financial Services
- Take a lead role in the opportunity management process, including actively leveraging the Deloitte CRM (Salesforce) solution for efficient collaboration and communication
- Work with the Financial Services and broader team on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs
Collaborate with marketing teams to:
- Propose ideas for events to connect with clients, including customization of Deloitte eminence materials and distribution of relevant thought-leadership to key stakeholders
- Promote Deloitte presence at partner events to vendor contacts and Deloitte clients
- Drive client attendance at Deloitte and Salesforce events
- Support the broader team by collecting and curating relevant selling materials (thought leadership, success stories, proposals, etc.)
The successful candidate will possess:
- Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with vendor teams
- Team player with excellent follow-up skills
- Executive presence while networking and demonstrated success performing in a large matrixed organization
- Excellent written and oral communications skills and interpersonal skills
- Exceptional 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, persistence and creative problem-solving skills
- Detail oriented, ability to adapt to changing environment
- Enthusiastic and willingness to be engaged
Required Qualifications:
- Experience in large enterprise sales
- Proven track record of success in prior cloud sales position selling into large corporate clients
- 5+ years of relevant experience
- Business development background working in the Financial Services space in all or some of the following sectors; Banking, Insurance and Investment Management
- Project Management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple parallel projects
- Demonstrated success in driving top-of-the-funnel activity, including a consistent track record of building pipeline/exceeding a sales quota
- Experience in technology consulting
- Experience and deep understanding of solution selling fundamentals, including—lead identification, qualification, stakeholder mapping, competitive analysis, budget confirmation, and compelling events
- Experience and understanding of forecasting, including—phase assignment, probability, close dates, risk analysis
- Proficient in Microsoft Office suite - strong PowerPoint and Excel skills critical
- Proficient in Salesforce Sales Cloud
- Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve
- Limited sponsorship may be available
Preferred:
- Deep understanding of digital transformation
- Techno-functional understanding of the Salesforce portfolio and supporting ecosystem
- Experience in technology consulting having worked with Digital Agencies, Consultancies or Technology Providers
- Bachelor’s degree
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 $137,700.00-$229,500.00.
You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.
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