Channel Sales Manager - Deloitte Digital Studios & Experience Management
Deloitte Digital is currently seeking candidates for our Channel Sales Manager (CSM) role, focusing on selling our integrated marketing capabilities to drive growth in new ways for our clients. The CSM's primary objective is to identify early-stage opportunities by working directly with our priority client account teams and select technology alliance sales teams to drive revenue through new logos and cross selling efforts.
The CSM will bring a clear, compelling perspective on the value Deloitte Digital offers-and, how Deloitte Digital can position and sell our services to target accounts. CSMs will need to have strong networking skills, great sales instincts, marketing and advertising knowledge, outstanding communication skills, and the ability to work in a fast-paced environment across a matrixed organization with Deloitte account leaders, technology partnerships and digital agency partners.
CSMs are members of Deloitte Digital's Studios & Experience Management Sales Team. CSMs, working closely with Sales Executives (SEs), Principals, and Managing Directors, focus on developing trusted relationships with target client account teams, technology alliance teams and our marketing team. The CSM will work most closely with the existing Deloitte Digital Sales Executives as the highly visible go-to Deloitte contacts for select partner alliance teams, select sector leads, and select target client account teams.
Work you'll do:
CSMs will take a lead role in securing and maturing many key relationships with target client account teams and technology alliance teams, with established/mature tech partners as well as emerging alliance partners. The CSM will develop engagement and coverage strategies, co-facilitate meetings, secure and prepare for account reviews, grow pipeline by identifying and shaping new leads, manage pipeline in Deloitte's instance of Salesforce, drive attendance to marketing events and help shape new offerings.
Key activities include:
Drive new sales opportunities and revenue - Identify new leads in the assigned sector and technology alliance teams, and select Deloitte account teams
Qualify new leads based on a select group of offering-specific criteria across Deloitte's preferred clients and middle market
Sales prospecting via existing technology alliances/clients - Leverage assigned technology partner contact relationships to identify new sales leads, with a focus on creating leads at new logo accounts
Partner with the Deloitte Digital Studios & Experience Management Sales Executive to qualify and shape leads into new sales opportunities
Meet sales targets/goals that will be set based on the number of new qualified leads surfaced on a monthly basis.
Learn Deloitte Digital Studios & Experience Management differentiators and create client-specific marketing and selling materials
CSM brings a strong understanding of the core aspects of marketing, advertising, data, and branding servicing function
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 Digital Studios & Experience Management Sales Executives on planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs
Collaborate with Deloitte Digital marketing team 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 Digital presence at partner events to vendor contacts and Deloitte clients
Drive client attendance at Deloitte Digital events
Support the broader team by collecting and curating relevant selling materials (thought leadership, success stories, proposals, etc.)
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.)
Experience in marketing services sales (not looking for alliance experience); specifically marketing data, marketing/advertising agency, media planning/buying agency, and/or digital marketing agency experience
Proven track record of success in selling into large corporate clients
5+ years of relevant experience
Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with vendor teams
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 projects
Demonstrated success in driving top-of-the-funnel activity, including a consistent track record of building pipeline/exceeding a sales quota
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 Sales 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
Internal Number: 14012975
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