Government & Public Services - Channel Sales Manager - Google Cloud
Deloitte
- Baltimore, MD
- $98,000-200,000 per year
- Permanent
- Full-time
- Go-To-Market Activities:
- Serve as sales and GTM lead for joint Deloitte - Google campaigns in the US public sector market focused on key clients and solution areas.
- Collaborate with Deloitte solutions and alliance leaders to identify, build, and execute go-to-market programs and sales sprints for key platform solutions.
- Qualify in-bound leads from Google field sales representatives and engage the relevant account and offering teams on pursuits.
- Support Deloitte's alliance leadership team in developing growth plans as part of the annual planning and investment process.
- Business Development and Sales Execution:
- Act as the Google ambassador by supporting overall vendor growth strategy and providing valuable vendor expertise to increase probability of win on pursuits.
- Develop organized and differentiated go to market activities across Deloitte GPS sectors across our cloud and data & analytics offerings.
- Develop and maintain reusable proposal content library to help pursuit leaders and Sales Executives prepare RFX responses, proposals, oral presentations, and SOWs.
- Identify and align appropriate Google partner resources and incentive programs to accelerate and win opportunities.
- Represent Deloitte at key market events, activities, and conferences to connect with clients and prospects, generate leads, and identify new opportunities.
- Ensure optimal CRM hygiene to promote accurate sales reporting and forecasting of the alliance pipeline.
- Alliance Relationship Development and Management:
- Influence the broader public sector relationship strategy, including mapping the relevant Deloitte and Google roles, ensuring a regular cadence and communication, aligning business goals and objectives, and holding all parties accountable for shared metrics.
- Develop and maintain strong relationships with key stakeholders across Deloitte account teams and Deloitte's Google Alliance.
- Promote Deloitte and Google's eminence by participating in key public sector events to build relationships and develop new business opportunities.
- Internal Vendor Advocacy & Promotion
- Serve as the Google subject matter expert with internal teams to accelerate key opportunities and pursuits.
- Promote awareness and understanding across Deloitte's public sector practice of Google offerings, partner programs, joint solutions, client success stories, etc.
- 5+ years of experience in technology consulting with emphasis on cloud, data & analytics, and other advanced technologies.
- 3+ years of experience in channels and alliance go to market strategy and execution.
- Demonstrated experience with Salesforce CRM reporting, analytics, and dashboards.
- Relevant certifications and professional accreditations in cloud, data & analytics, and generative AI; ex., Google Cloud Professional Cloud Architect, Google Cloud Digital Leader, and other relevant technology domains.
- Ability to travel up to 15% to support events, conferences, etc.
- Relevant understanding of Google Cloud technologies and channel ecosystem, as well as a demonstrated understanding of modern approaches to cloud infrastructure, data & analytics, and generative AI.
- Experience with the public sector information technology marketplace with emphasis on cloud-based solutions.
- Experience with public sector proposals and pursuits.
- Experience with professional services and large-scale information technology consulting firms.
- Experience managing internal sales activities to ensure consistent approach to pursuits and sales campaigns across markets.
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.