Deloitte US

Do you enjoy the challenge of selling the combination of enterprise hardware and software from a variety of technology vendors to support the sale of world-class services, solutions, and offerings that deliver value to clients? Do you enjoy collaborating with a team who is able to digest, operate, and produce pricing and order details while delivering outstanding customer sales support? Deloitte is seeking a top-performing channel sales and deal architect to pursue Deloitte's Government and Public Sector (GPS) technology resell opportunities and drive technology resell revenue goals.  The GPS Resell Sales Senior Manager has the unique opportunity to penetrate new markets with current and innovative technology to enable reselling at scale. The ideal candidate should have an enterprising spirit, relevant solution/industry experience in resell, and able to demonstrate effective selling attributes / technique while leading a high performing team.

The Team

Deloitte’s Resell team focuses on reselling software, hardware, and cloud services to our existing and new client base. The Resell team does this by collaborating with Deloitte Partners, Directors, Senior Managers, and Sales Executives across Consulting to identify client engagements and pursuits where there is a potential to bundle hardware and software sales with implementation, support services, and maintenance. In addition to responding to market demands, the Resell team is tasked with creating market demand by proactively engaging with account teams and resellers in the broader ecosystem to create future pipeline.

Work You'll Do:

The Resell Channel Sales Senior Manager is responsible for building, cultivating, growing, and closing pipeline for the GPS Resell practice. Responsibilities include:

Develop and Manage Relationships

• Develop relationships necessary to generate leads and support resell sales, including vendor relationships, internal Deloitte relationships, and relationships with other third parties that can generate opportunities
• Collaborate with vendors and pursuit teams to determine the right technology to drive business transformation based on clients’ vision and strategy; assess and design technological bills of material and technology needs to address client needs
• Generate new Resale leads by networking with Deloitte's Alliance Managers, Partners, and Principals, other external vendors in the ecosystem, and attending vendor and industry events
• Represent Deloitte GPS Resell by spending time in the field and at conferences
• Build relationships with key internal stakeholders to drive seamless sales and procurement of third-party licenses with focus on streamlining effort for account and engagement leaders

Enable Resell sales

• Identify and communicate the value of Resale – and Deloitte’s value proposition as a reseller – to internal stakeholders and external clients
• Educate pursuit teams on Deloitte's resell process, and coach teams through the process (e.g. how to identify the right client environment for resell, vendor and contract selection, etc.)
• Own and manage part of the resell sales process, including coordinating resell into pricing models, contract support coordination, synchronizing with alliance teams, tracking metrics, allowing sales executives to focus on client-facing sales
• Help pursuit teams craft deal constructs based on client requirements (e.g. Resell or managed services providers) and leverage alliance relationships to generate competitive pricing
• Work closely with GPS Purchasing team which manages execution of resale deals end-to-end (from deal registration, pricing, contracting all the way to deal execution)
• Assist account teams and practice leaders with qualifying, pursuing, and closing opportunities
• Ensure sales pipeline and sales activities are reflected accurately in firm systems
• Identify and engage vendor and Deloitte resources as necessary to facilitate pursuits

 Build Resell knowledge base and capability for GPS

• Stay current with the relevant hardware and software portfolio to understand fresh players, technology innovations, vendor strategies, and shifts in the market
• Understand and leverage Deloitte's offering portfolio and go-to-market strategy to build business and proactively seek ways to further the adoption of Resell within the Firm
• Work closely with GPS Purchasing team to build strategic sourcing capability to advise teams on most appropriate vendors and pricing for a given opportunity
• Work with vendors and GPS leaders to identify market opportunities to grow the Resell practice

The ideal candidate will have business development and executive relationship experience in selling technology or consulting services. The candidate will understand the professional service procurement and delivery process in the government and public services sectors and ideally will have experience delivering engagements at some point within their career.

Required Qualifications:

• Exhibited experience selling and building a pipeline for resell at scale
• Working technical knowledge of Deloitte’s tech vendors – plus in-depth knowledge and experience with key resell vendors – to construct deals
• Experience negotiating pricing with resellers and vendors
• Flexible with exceptional initiative
• Highly proactive, self-starter, self-learner
• Strong interpersonal written and verbal communication skills
• Strong networking and negotiation skills
• Experience in navigating a matrixed organization
• 10+ years' experience managing complex clients and/or complex sales cycles, including 2-3+ years in the Government and Public Services markets
• Proficient Microsoft Excel and PowerPoint skills
• Strong project management skills: able to work as a team player and independently on multiple assignments while maintaining quality deliverables
• Analytical thinker able to analyze and interpret sales related questions and inquiries

• Ability to travel up to 40%, 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.

Preferred:

• Demonstrated experience with technology manufactures and other industry resellers, with a focus on business development and negotiation

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 $130,000 to $268,000. 

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. 

Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html

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