Alliance Manager – IBM Cloud

 

Do you excel at leading teams, building relationships and enjoy bringing go-to-market (GTM) strategies to life?  If so, you may be a great fit for our Alliance Senior Manager role.  You will have the opportunity to establish and nurture executive level relationships with Deloitte and Alliance Partner leadership.  This is an exciting opportunity to shape and grow a strategic alliance, lead a team of alliance managers and be part of a growing practice.

 

Work You’ll Do

 

Alliance Senior Managers have a breadth of responsibilities which are prioritized within the Alliance Leadership team.  Those activities include:

·     Relationship Management – Establish, manage, and support a meeting cadence to foster strong executive relationships between Deloitte and your Alliance.  Work with Deloitte and alliance partner leaders to understand key criteria & KPI’s for the alliance and keep management apprised of the health of the relationship.  Keep our alliance counterparts up to date regarding everything we are doing to drive incremental sales & enhance the relationship.  

·     Alliances Operations – Act as the “Chief Operating Officer” of the alliance:

o    Maintain the strategic alliance plan, coordinating with your Deloitte Lead Alliance Partner, other alliance managers on your team and practice leadership, to keep an up-to-date view of the business plan highlighting GTM approach, top priorities, our capabilities and financial goals for the alliance. 

o    Understand and articulate the full impact of your alliance on Deloitte’s business, including sell-with, sell-to, resell and buy-from metrics.

o    Manage the consulting alliance budget specific to your alliance. 

o    Coordinate with E&A Liaisons to track and drive sector-based GTM plans. 

o    Act as an information clearinghouse as it relates to your alliance. 

o    Establish and maintain clear and consistent alliance reporting.

o    Participate in global coordination as required.

o    Collaborate closely with alliance leadership on consultant enablement and pursuit support.

o    Ensure that training requirements are met.

o    Coordinate with Community of Practice (CoP) lead to ensure that the community is active and relevant.

o    Support key practice meetings and ensure that they are scheduled and occur on a regular basis.

·     Deliver Firm Competencies - Demonstrate ability to identify new Alliance solutions and drive strategy to map to Deloitte’s businesses and signature issues.  Drive conversations around ecosystem development activities that include your alliance.

·     Pipeline Tracking, Validation & Reporting – Work with Deloitte Sales Executives to maintain an accurate joint sales pipeline for your alliance.  Own and drive all aspects of operational reporting including wins, pipeline, quals, awards and any other metrics important to the alliance and key stakeholders.  Prioritize and elevate visibility to key/must win deals with your alliance.

·     Practice Communications & Knowledge Management – Manage all aspects of alliance communications, in close collaboration with your counterparts at your alliance, where appropriate.  Ensure that key wins are recorded, tracked and communicated to the field.  Identify new opportunities for training Deloitte staff and maintain AllianceSource as the central repository for all alliance related information.

·     Marketing Coordination – Work closely with Alliance Marketing team to create a marketing plan that supports your alliance business objectives. Provide support and oversight to marketing campaign and event execution. Coordinate with colleagues to ensure collateral is up-to-date.

·     Team Leadership – Where appropriate, lead a team of alliance managers and/or PMO’s to efficiently and effectively deliver against the strategic priorities of the alliance.  Lead discussions in QBR’s and Annual Alliance Business Planning/Reviews.

The team

Deloitte Consulting Alliances Team is made up of professional alliance managers, alliance marketers and technical architects who understand the principles that drive successful alliance relationships.  Together, they enable differentiated, innovative go-to-market solutions between our practice and alliance partners that bring quantified value to our clients and incremental revenue to the firm.