Senior Manager, Channel Sales - Resell Focus - Government and Public Services - Deloitte
Pittsburgh, PA 15201
About the Job
Position Summary
Do you enjoy the challenge of selling the combination of enterprise hardware and software from a variety of technology vendors to support the sale of world-class services, solutions, and offerings that deliver value to clients? Do you enjoy collaborating with a team who is able to digest, operate, and produce pricing and order details while delivering outstanding customer sales support? Deloitte is seeking a top-performing channel sales and deal architect to pursue Deloitte's Government and Public Sector (GPS) technology resell opportunities and drive technology resell revenue goals. The GPS Resell Sales Senior Manager has the unique opportunity to penetrate new markets with current and innovative technology to enable reselling at scale
The ideal candidate should have an enterprising spirit, relevant solution/industry experience in resell, and able to demonstrate effective selling attributes / technique while leading a high performing team.
The Team
Deloitte’s Resell team focuses on reselling software, hardware, and cloud services to our existing and new client base
The Resell team does this by collaborating with Deloitte Partners, Directors, Senior Managers, and Sales Executives across Consulting to identify client engagements and pursuits where there is a potential to bundle hardware and software sales with implementation, support services, and maintenance
In addition to responding to market demands, the Resell team is tasked with creating market demand by proactively engaging with account teams and resellers in the broader ecosystem to create future pipeline.
Work You'll Do:
The Resell Channel Sales Senior Manager is responsible for building, cultivating, growing, and closing pipeline for the GPS Resell practice
Responsibilities include:
Develop and Manage Relationships
Develop relationships necessary to generate leads and support resell sales, including vendor relationships, internal Deloitte relationships, and relationships with other third parties that can generate opportunitiesCollaborate with vendors and pursuit teams to determine the right technology to drive business transformation based on clients’ vision and strategy; assess and design technological bills of material and technology needs to address client needsGenerate new Resale leads by networking with Deloitte's Alliance Managers, Partners, and Principals, other external vendors in the ecosystem, and attending vendor and industry eventsRepresent Deloitte GPS Resell by spending time in the field and at conferencesBuild relationships with key internal stakeholders to drive seamless sales and procurement of third-party licenses with focus on streamlining effort for account and engagement leaders
Enable Resell sales
Identify and communicate the value of Resale – and Deloitte’s value proposition as a reseller – to internal stakeholders and external clientsEducate pursuit teams on Deloitte's resell process, and coach teams through the process (e.g
how to identify the right client environment for resell, vendor and contract selection, etc.)Own and manage part of the resell sales process, including coordinating resell into pricing models, contract support coordination, synchronizing with alliance teams, tracking metrics, allowing sales executives to focus on client-facing salesHelp pursuit teams craft deal constructs based on client requirements (e.g
Resell or managed services providers) and leverage alliance relationships to generate competitive pricingWork closely with GPS Purchasing team which manages execution of resale deals end-to-end (from deal registration, pricing, contracting all the way to deal execution)Assist account teams and practice leaders with qualifying, pursuing, and closing opportunitiesEnsure sales pipeline and sales activities are reflected accurately in firm systemsIdentify and engage vendor and Deloitte resources as necessary to facilitate pursuits
Build Resell knowledge base and capability for GPS
Stay current with the relevant hardware and software portfolio to understand fresh players, technology innovations, vendor strategies, and shifts in the marketUnderstand and leverage Deloitte's offering portfolio and go-to-market strategy to build business and proactively seek ways to further the adoption of Resell within the FirmWork closely with GPS Purchasing team to build strategic sourcing capability to advise teams on most appropriate vendors and pricing for a given opportunityWork with vendors and GPS leaders to identify market opportunities to grow the Resell practice
The ideal candidate will have business development and executive relationship experience in selling technology or consulting services
The candidate will understand the professional service procurement and delivery process in the government and public services sectors and ideally will have experience delivering engagements at some point within their career.
Required Qualifications:
Exhibited experience selling and building a pipeline for resell at scaleWorking technical knowledge of Deloitte’s tech vendors – plus in-depth knowledge and experience with key resell vendors – to construct dealsExperience negotiating pricing with resellers and vendorsFlexible with exceptional initiativeHighly proactive, self-starter, self-learnerStrong interpersonal written and verbal communication skillsStrong networking and negotiation skillsExperience in navigating a matrixed organization10+ years' experience managing complex clients and/or complex sales cycles, including 2-3+ years in the Government and Public Services marketsProficient Microsoft Excel and PowerPoint skillsStrong project management skills: able to work as a team player and independently on multiple assignments while maintaining quality deliverablesAnalytical thinker able to analyze and interpret sales related questions and inquiries
Ability to travel up to 40%, on average, based on the work you do and the clients and industries/sectors you serveMust be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Preferred:
Demonstrated experience with technology manufactures and other industry resellers, with a focus on business development and negotiation
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 $130,000 to $268,000
You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document
Information for applicants with a need for accommodation:
SalesOpsGreenDot
#DeloitteNDO
Recruiting tips
From developing a stand out resume to putting your best foot forward in the interview, we want you to feel prepared and confident as you explore opportunities at Deloitte
Check out recruiting tips from Deloitte recruiters.
Benefits
At Deloitte, we know that great people make a great organization
We value our people and offer employees a broad range of benefits
Learn more about what working at Deloitte can mean for you.
Our people and culture
Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively
It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges
This makes Deloitte one of the most rewarding places to work
Learn more about our inclusive culture.
Our purpose
Deloitte’s purpose is to make an impact that matters for our clients, our people, and in our communities
We are creating trust and confidence in a more equitable society
At Deloitte, purpose is synonymous with how we work every day
It defines who we are
We are focusing our collective efforts to advance sustainability, equity, and trust that come to life through our core commitments
Learn more about Deloitte's purpose, commitments, and impact.
Professional development
From entry-level employees to senior leaders, we believe there’s always room to learn
We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship
From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.
As used in this posting, "Deloitte" means Deloitte Consulting LLP, a subsidiary of Deloitte LLP
Please see for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.Requisition code: 196978AccoladesBusiness Development and Account Management
| Alliance ManagementSame job available in 12 locations
Do you enjoy the challenge of selling the combination of enterprise hardware and software from a variety of technology vendors to support the sale of world-class services, solutions, and offerings that deliver value to clients? Do you enjoy collaborating with a team who is able to digest, operate, and produce pricing and order details while delivering outstanding customer sales support? Deloitte is seeking a top-performing channel sales and deal architect to pursue Deloitte's Government and Public Sector (GPS) technology resell opportunities and drive technology resell revenue goals. The GPS Resell Sales Senior Manager has the unique opportunity to penetrate new markets with current and innovative technology to enable reselling at scale
The ideal candidate should have an enterprising spirit, relevant solution/industry experience in resell, and able to demonstrate effective selling attributes / technique while leading a high performing team.
The Team
Deloitte’s Resell team focuses on reselling software, hardware, and cloud services to our existing and new client base
The Resell team does this by collaborating with Deloitte Partners, Directors, Senior Managers, and Sales Executives across Consulting to identify client engagements and pursuits where there is a potential to bundle hardware and software sales with implementation, support services, and maintenance
In addition to responding to market demands, the Resell team is tasked with creating market demand by proactively engaging with account teams and resellers in the broader ecosystem to create future pipeline.
Work You'll Do:
The Resell Channel Sales Senior Manager is responsible for building, cultivating, growing, and closing pipeline for the GPS Resell practice
Responsibilities include:
Develop and Manage Relationships
Develop relationships necessary to generate leads and support resell sales, including vendor relationships, internal Deloitte relationships, and relationships with other third parties that can generate opportunitiesCollaborate with vendors and pursuit teams to determine the right technology to drive business transformation based on clients’ vision and strategy; assess and design technological bills of material and technology needs to address client needsGenerate new Resale leads by networking with Deloitte's Alliance Managers, Partners, and Principals, other external vendors in the ecosystem, and attending vendor and industry eventsRepresent Deloitte GPS Resell by spending time in the field and at conferencesBuild relationships with key internal stakeholders to drive seamless sales and procurement of third-party licenses with focus on streamlining effort for account and engagement leaders
Enable Resell sales
Identify and communicate the value of Resale – and Deloitte’s value proposition as a reseller – to internal stakeholders and external clientsEducate pursuit teams on Deloitte's resell process, and coach teams through the process (e.g
how to identify the right client environment for resell, vendor and contract selection, etc.)Own and manage part of the resell sales process, including coordinating resell into pricing models, contract support coordination, synchronizing with alliance teams, tracking metrics, allowing sales executives to focus on client-facing salesHelp pursuit teams craft deal constructs based on client requirements (e.g
Resell or managed services providers) and leverage alliance relationships to generate competitive pricingWork closely with GPS Purchasing team which manages execution of resale deals end-to-end (from deal registration, pricing, contracting all the way to deal execution)Assist account teams and practice leaders with qualifying, pursuing, and closing opportunitiesEnsure sales pipeline and sales activities are reflected accurately in firm systemsIdentify and engage vendor and Deloitte resources as necessary to facilitate pursuits
Build Resell knowledge base and capability for GPS
Stay current with the relevant hardware and software portfolio to understand fresh players, technology innovations, vendor strategies, and shifts in the marketUnderstand and leverage Deloitte's offering portfolio and go-to-market strategy to build business and proactively seek ways to further the adoption of Resell within the FirmWork closely with GPS Purchasing team to build strategic sourcing capability to advise teams on most appropriate vendors and pricing for a given opportunityWork with vendors and GPS leaders to identify market opportunities to grow the Resell practice
The ideal candidate will have business development and executive relationship experience in selling technology or consulting services
The candidate will understand the professional service procurement and delivery process in the government and public services sectors and ideally will have experience delivering engagements at some point within their career.
Required Qualifications:
Exhibited experience selling and building a pipeline for resell at scaleWorking technical knowledge of Deloitte’s tech vendors – plus in-depth knowledge and experience with key resell vendors – to construct dealsExperience negotiating pricing with resellers and vendorsFlexible with exceptional initiativeHighly proactive, self-starter, self-learnerStrong interpersonal written and verbal communication skillsStrong networking and negotiation skillsExperience in navigating a matrixed organization10+ years' experience managing complex clients and/or complex sales cycles, including 2-3+ years in the Government and Public Services marketsProficient Microsoft Excel and PowerPoint skillsStrong project management skills: able to work as a team player and independently on multiple assignments while maintaining quality deliverablesAnalytical thinker able to analyze and interpret sales related questions and inquiries
Ability to travel up to 40%, on average, based on the work you do and the clients and industries/sectors you serveMust be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Preferred:
Demonstrated experience with technology manufactures and other industry resellers, with a focus on business development and negotiation
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 $130,000 to $268,000
You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document
Information for applicants with a need for accommodation:
SalesOpsGreenDot
#DeloitteNDO
Recruiting tips
From developing a stand out resume to putting your best foot forward in the interview, we want you to feel prepared and confident as you explore opportunities at Deloitte
Check out recruiting tips from Deloitte recruiters.
Benefits
At Deloitte, we know that great people make a great organization
We value our people and offer employees a broad range of benefits
Learn more about what working at Deloitte can mean for you.
Our people and culture
Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively
It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges
This makes Deloitte one of the most rewarding places to work
Learn more about our inclusive culture.
Our purpose
Deloitte’s purpose is to make an impact that matters for our clients, our people, and in our communities
We are creating trust and confidence in a more equitable society
At Deloitte, purpose is synonymous with how we work every day
It defines who we are
We are focusing our collective efforts to advance sustainability, equity, and trust that come to life through our core commitments
Learn more about Deloitte's purpose, commitments, and impact.
Professional development
From entry-level employees to senior leaders, we believe there’s always room to learn
We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship
From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.
As used in this posting, "Deloitte" means Deloitte Consulting LLP, a subsidiary of Deloitte LLP
Please see for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.Requisition code: 196978AccoladesBusiness Development and Account Management
| Alliance ManagementSame job available in 12 locations
Source : Deloitte