Salesforce Commerce Cloud Channel Sales Manager

Business Development & Sales | SALES EXCELLENCE
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Position Summary

Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) role, focusing on Digital Service transformations enabled by Salesforce solutions. The CSM’s primary objective is to identify early-stage SFSC opportunities by working directly with the MO Alliance leaders, Salesforce (Service and Core Cloud AEs) sales teams and Deloitte’s industry vertical Salesforce SEs. 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, Salesforce sales experience, 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 our Salesforce 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 across all relevant industry sectors and partner alliance teams. Additionally, CSMs will engage directly with the broader Deloitte Salesforce offering and sales teams for knowledge sharing and evangelizing Deloitte’s Salesforce capabilities.

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 sales 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 and intersectional opportunities across C&M, Service Excellence and HC. They will manage pipeline in Deloitte’s instance of Salesforce, drive attendance to marketing events and help shape new offerings.

Key activities include:

  • Create excitement around Deloitte’s Salesforce capabilities with the Salesforce sales organization (Core and SFSC AEs)
  • Develop authentic and trusted relationships with Salesforce team members
  • Sales Operations – keeping Mercury up to date, support monthly reporting activities, maintain running list of activities
  • Leverage Salesforce relationships to identify new sales leads, with a focus on creating leads at new logo accounts
  • Partner with the Deloitte Digital Salesforce Sales Executives to qualify and shape leads into new sales opportunities
  • Assist with business development activities by teeing up account planning sessions with the appropriate Deloitte team members and Salesforce sales team
  • 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 service management environment, process and best practices
  • CSM should continue to build knowledge of forward-thinking processes and capabilities around digital Service transformations
  • 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 Deloitte Salesforce sales and alliance teams on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs
  • Collaborate with sales and 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.)
  • Ability to travel 25-60%, on average, based on the work you do and the clients and industries/sectors you serve

Required Qualifications:

  • 5+ years of relevant experience
  • Strong business development experience space focused on Salesforce service transformation initiatives
  • Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with vendor teams
  • Team player
  • Project Management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple parallel sales pursuits and sales plays
  • Demonstrated success in driving top-of-the-funnel activity, including a consistent track record of building pipeline/exceeding a sales quota
  • Experience in technology sales or 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
  • 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
  • Proficient in Salesforce Service Cloud
  • 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, persistence and creative problem-solving skills
  • Detail oriented, ability to adapt to changing environment
  • Enthusiastic and willingness to be engaged
  • Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
  • Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve

     

Preferred:

  • Deep understanding of Service Transformation
  • Bachelor’s degree
  • Techno-functional understanding of the Salesforce portfolio and supporting ecosystem
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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.


As used in this posting, "Deloitte" means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about 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: 103399

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