Deloitte is currently seeking candidatesÂ for our Channel Sales Manager (CSM) role, focusing on digital transformations enabled by Salesforce solutions for Financial Services Industry (FSI) clients.Â Â The CSMâs primary objective is to identify early stage opportunities by working directly with the Salesforce sales teams.Â The CSM will bring a clear, compelling perspective on the value Deloitte offers as a go-to-market partner with Salesforceâand, how Deloitte and Salesforce can position and sell our combined solutions to target accounts.Â CSMs will need to have strong networking skills, great sales instincts, FSI industry knowledge, outstanding communication skills, and the ability to work in a fast-paced environment across a matrixed organization.Â
CSMs are members of Deloitteâs Salesforce Sales Team.Â 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. Â The CSM will work most closely with the existing Deloitte Sales Executives as the highly visible go-to Deloitte contacts for the Salesforce FSI sales and partner alliance teams.Â Â Additionally, CSMs will engage directly with the broader Deloitte FSI teams for knowledge sharing and evangelizing Deloitteâs Salesforce capabilities.
Work youâll 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 teamsâincluding those covering commercial and retail banking, wealth management, asset management and insurance. 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 Deloitteâs instance of Salesforce, drive attendance to marketing events and help shape new offerings.
Key activities include:Â Â
Identify new leads in the FSI 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.Â
Drive the initial interaction between qualified sales account discussions between Deloitte account teams and Salesforce sales professionals.
Create excitement around Deloitteâs Salesforce capabilities with the Salesforce Financial Services TeamsÂ
Develop authentic and trusted relationships with Salesforce team membersÂ
Leverage Salesforce relationships to identify new sales leads, with a focus on creating leads at new logo accountsÂ
Partner with the FSI Sales Executive to qualify and shape leads into new sales opportunities
Work closely with Deloitte FSI Sector leaders across Financial Services 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 teamÂ
Meet sales targets/goals that will be set based on the number of new qualified leads surfaced on a monthly basis.Â
Learn Deloitteâs Salesforce differentiators and create client-specific marketing and selling materialsÂ
Track market trends and propose ideas for new differentiators to address new market opportunitiesÂ
CSM brings a strong understanding of the core aspects of the sales, marketing and servicing functions in banking, wealth management, capital markets and insuranceÂ
CSM should continue to build knowledge of forward-thinking processes and capabilities around digital transformations in FSIÂ
Take a lead role in the opportunity management process, including actively leveraging the Deloitte CRM (Salesforce) solution for efficient collaboration and communication Â Â
Work with the FSI SE and broader team on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outsÂ Â
Collaborate with marketing teams to:Â
Propose ideas for events to connect with clients, including customization of Deloitte eminence materials and distribution of relevant thought-leadership to key stakeholdersÂ
Promote Deloitte presence at partner events to vendor contacts and Deloitte clientsÂ
Drive client attendance at Deloitte and Salesforce eventsÂ
Support the broader team by collecting and curating relevant selling materials (thought leadership, success stories, proposals, etc.)Â
Travel of 25% for key events (While 25% travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice)Â Â
Experience in large enterprise sales (not looking for alliance experience)Â
Proven track record of success in prior cloud sales position selling into large corporate clientsÂ
5+ years of relevant experienceÂ
Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with vendor teamsÂ
Working knowledge and experience in the Financial Services industry sectorsÂ
Team player with excellent follow-up skills
Project Management experience (process-oriented) and ability to work in a fast paced environment and manage multiple parallel projectsÂ
Demonstrated success in driving top-of-the-funnel activity, including a consistent track record of building pipeline/exceeding a sales quotaÂ
Experience in technology consultingÂ
Experience and deep understanding of solution selling fundamentals, includingâlead identification, qualification, stakeholder mapping, competitive analysis, budget confirmation, and compelling eventsÂ
Experience and understanding of forecasting, includingâphase assignment, probability, close dates, risk analysisÂ
Working knowledge of the broad Financial Services industry, includingâbanking, wealth management, capital markets and insuranceÂ
Demonstrated success performing in a large matrixed organizationÂ
Excellent written and oral communications skills and interpersonal skillsÂ
Proficient in Microsoft Office suite â strong PowerPoint and Excel skills criticalÂ
Proficient in Salesforce Sales CloudÂ
Strong problem solving and analytical skillsÂ
Demonstrated ability to take initiative and interact with all levels of managementÂ
Ability to act autonomously, self-starterÂ
Quick learner with high energy, persistence and creative problem-solving skillsÂ
Detail oriented, ability to adapt to changing environmentÂ
Enthusiastic and willingness to be engagedÂ
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the futureÂ Â
Deep understanding of digital transformationÂ
Techno-functional understanding of the Salesforce portfolio and supporting ecosystemÂ Â
Working knowledge and selling experience in the Financial Services industry sector.
How youâll grow
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe thereâs always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world.Â From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.
Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can helpÂ them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Â Learn more about Life at Deloitte.
Deloitte is led by a purpose: to make an impact that matters. This purpose defines who we are and extends to relationships with our clients, our people and our communities.Â We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities.Â Learn more about Deloitteâs impact on the world.
We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area youâre applying to. Check out recruiting tips from Deloitte professionals.
Internal Number: 12341741
About Deloitte Consulting
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits.Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Deloitte is led by a purpose: to make an impact that matters. This purpose... defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you’re applying to.