What are the responsibilities and job description for the Channel Sales Manager - IBM Alliance position at Deloitte?
Introduction
The Clients and Markets Acceleration Team's (CMAT) Growth Platforms Team is comprised of professional relationship managers, marketers, and architects dedicated to driving successful technology relationships. Within the Specialized cohort, this team activates go-to-market strategies, runs cadence and governance, and manages pod health, performance, and capacity across a cluster of prioritized Specialized alliances. This role offers the opportunity to drive partner-enabled growth through disciplined alliance execution, stakeholder orchestration, and seller enablement.
Work you'll do
As a Channel Sales Manager, IBM Alliance, you will:
The Clients and Markets Acceleration Team's Growth Platforms Team drives successful technology relationships through alliance management, market activation, and disciplined execution. Within the Specialized cohort, the team is responsible for activating go-to-market strategies, running cadence and governance, and managing pod health, performance, and capacity across prioritized alliances. The candidate will have the opportunity to help strengthen alliance performance and improve pipeline conversion through closer coordination across Deloitte and partner stakeholders.
Qualifications
Required:
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 $124,700 to $229,500.
Incentive Compensation
You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.
#DeloitteNDO
The Clients and Markets Acceleration Team's (CMAT) Growth Platforms Team is comprised of professional relationship managers, marketers, and architects dedicated to driving successful technology relationships. Within the Specialized cohort, this team activates go-to-market strategies, runs cadence and governance, and manages pod health, performance, and capacity across a cluster of prioritized Specialized alliances. This role offers the opportunity to drive partner-enabled growth through disciplined alliance execution, stakeholder orchestration, and seller enablement.
Work you'll do
As a Channel Sales Manager, IBM Alliance, you will:
- Articulate Deloitte's value proposition, differentiators, and capabilities; tailor client-specific messaging using alliance and market insights to improve relevance, conversion, and win rates.
- Build and progress a partner-enabled pipeline through sourcing, qualification, and co-sell motions; maintain accurate CRM data and forecasts to strengthen reporting, governance, and visibility.
- Orchestrate targeted communications, align priorities, clarify next actions, and drive decision-making across alliance counterparts and Deloitte stakeholders.
- Mobilize Sales Executives, Marketing, and specialists into priority pursuits to improve co-sell velocity, stage progression, and conversion outcomes.
- Educate sellers on Deloitte capabilities and alliance motions via enablement sessions, playcards, and quick-reference guides to increase attach rates, deal sizes, and co-sell effectiveness.
- Lead planning cadences, agendas, materials, logistics, action/risk tracking, and issue resolution; support conferences, webinars, and alliance leadership meetings at key partner events.
- Ability to work independently and collaborate as part of a team
- Ability to build and sustain professional relationships
- Ability to manage and prioritize multiple tasks in a fast-paced and dynamic environment
- Strong interpersonal skills and professional demeanor
- Ability to mentor and provide clear guidance to others
The Clients and Markets Acceleration Team's Growth Platforms Team drives successful technology relationships through alliance management, market activation, and disciplined execution. Within the Specialized cohort, the team is responsible for activating go-to-market strategies, running cadence and governance, and managing pod health, performance, and capacity across prioritized alliances. The candidate will have the opportunity to help strengthen alliance performance and improve pipeline conversion through closer coordination across Deloitte and partner stakeholders.
Qualifications
Required:
- 5 years of professional experience in alliance sales, channel sales, business development, go-to-market execution, sales enablement, account coordination, or related roles.
- 5 years of experience supporting or driving pipeline development, opportunity qualification, partner-related pursuit activities, or alliance-influenced sales motions.
- 5 years of experience delivering seller enablement sessions and creating practical enablement assets such as playcards, guides, or related materials.
- 5 years of experience coordinating market-facing events, webinars, executive meetings, or alliance-related leadership engagements.
- Ability to travel 20%, 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.
- Bachelor's degree.
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 $124,700 to $229,500.
Incentive Compensation
You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.
#DeloitteNDO