Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) roles focusing on Digital Banking transformations enabled by multiple vendor relationships covering both Digital enablement to core banking platforms. CSMs will be covering on average 3 vendor relationships and will manage these vendor relationships across a specific geography, coordinating across the other selling resources that Deloitte brings to a sales cycle. CSMs will need to have strong networking and relationship skills, attention to detail, outstanding oral / written communication skills, and the ability to work in a fast-paced environment across a matrixed organization.
The Team The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these channel sales managers focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process. DBS CSMs are members of Deloitte's Core Industry Solutions consulting business. DBS CSMs, working closely with the Banking Sales Executives and DBS Principals/Managing Directors, focus on managing relationships with the core banking vendors' corporate sales teams and alliance managers to uncover opportunities, develop territory sales strategies, breaking into net new accounts and act as an advisor to pursuit teams throughout the sales process.
Work You will Do:
The CSM will act as the main point of contact for the Digital Banking sales team in the region. The CSM will focus on the vendor relationship by working with Account Managers, and Regional Managers, co-facilitate meetings, quarterly business reviews, manage and organize sales operation tasks like mapping client relationships, creating and review content for marketing and quals, maintain the vendor specific pipeline for the region. CSM's will also focus on reporting, plan for and coordinate key client events, and manage all alliance type tasks.
The role involves:
Creating awareness of Deloitte's Digital Banking capabilities and assets with the respective vendors
Utilizing these relationships to uncover new sales opportunities in the region
Partnering with the banking sector-specific Sales Executive to develop sales opportunities for the DBS Practice
Assisting with business development activities by connecting the appropriate Deloitte Banking Sales Executive and Deloitte PPMD team with the appropriate vendor sales team for particular accounts
Leading Digital Banking opportunity management process, including creating and updating relationship management system entries, reporting and maintenance
Leading the alliance planning session preparation, including agenda development, research, materials gathering and consolidation, coordination among alliance leadership, logistics, as well as notes capture and report outs
Collaborating with marketing teams to:
Propose ideas for alliance team to connect with clients, including customization of Deloitte eminence materials and distribution of relevant thought-leadership to key stakeholders
Identify brand differentiators at the client and create client-specific marketing materials
Promote Deloitte presence at vendor events to vendor contacts and Deloitte clients.
Generate leads and nurture those leads
Supporting the alliance team in collecting and centrally storing relevant client materials (qualifications, proposals, etc.)
Providing recommendations to DBS leadership related to alliance management and infrastructure
Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with vendor team.
Project management experience (process-oriented) and ability to work in a fast paced environment and manage multiple tasks
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
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 and creative problem-solving skills
Detail oriented, ability to adapt to changing environment
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Travel up to 25% (While 25% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notification
Understanding of Digital Banking Transformation and the Financial technology ecosystem
Internal Number: 13575735
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