Channel Sales Manager – Salesforce – Financial Services Industry

Channel Sales Manager – Salesforce

Financial Services Industry Focus

 

Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) role, focusing on digital transformations enabled by Salesforce solutions for Financial Services Industry (FSI) clients.   The CSM’s primary objective is to identify early stage opportunities by working directly with the Salesforce sales teams.  The CSM will bring a clear, compelling perspective on the value Deloitte offers as a go-to-market partner with Salesforce—and, how Deloitte and Salesforce can position and sell our combined solutions to target accounts.  CSMs will need to have strong networking skills, great sales instincts, FSI industry knowledge, outstanding communication skills, and the ability to work in a fast-paced environment across a matrixed organization. 

 

The team

CSMs are members of Deloitte’s Salesforce Sales Team.  CSMs, working closely with Sales Executives (SEs), Principals, and Managing Directors, focus on developing trusted relationships with Salesforce Sales teams, Partner Alliance teams and Go-To-Market teams.  The CSM will work most closely with the existing Deloitte Sales Executives as the highly visible go-to Deloitte contacts for the Salesforce FSI sales and partner alliance teams.   Additionally, CSMs will engage directly with the broader Deloitte FSI teams for knowledge sharing and evangelizing Deloitte’s Salesforce capabilities.

 

Work you’ll do:

CSMs will take a lead role in securing and maturing many key relationships with Salesforce Account Executives (AEs) and sales management across the Salesforce Financial Services teams—including those covering commercial and retail banking, wealth management, asset management and insurance. The CSM will develop engagement and coverage strategies, co-facilitate meetings, secure and prepare for quarterly business 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:  

• Identify new leads in the FSI industry with Salesforce and Deloitte account teams
• Qualify new leads based on a select group of sector specific criteria
• Establish yourself as the face of Deloitte to all Salesforce sales executives and sales leaders. 
• Drive the initial interaction between qualified sales account discussions between Deloitte account teams and Salesforce sales professionals.
• Create excitement around Deloitte’s Salesforce capabilities with the Salesforce Financial Services Teams 
• Develop authentic and trusted relationships with Salesforce team members 
• Leverage Salesforce relationships to identify new sales leads, with a focus on creating leads at new logo accounts 
• Partner with the FSI Sales Executive to qualify and shape leads into new sales opportunities
• Work closely with Deloitte FSI Sector leaders across Financial Services in our Salesforce practice and also with our Deloitte industry leaders
• Assist with business development activities by teeing up account planning sessions with the appropriate Deloitte team members and Salesforce sales team 
• Meet sales targets/goals that will be set based on the number of new qualified leads surfaced on a monthly basis. 
• Learn Deloitte’s Salesforce differentiators and create client-specific marketing and selling materials 
• Track market trends and propose ideas for new differentiators to address new market opportunities 
• CSM brings a strong understanding of the core aspects of the sales, marketing and servicing functions in banking, wealth management, capital markets and insurance 
• CSM should continue to build knowledge of forward-thinking processes and capabilities around digital transformations in FSI 
• 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 FSI SE and broader team on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs  

• 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 presence at partner events to vendor contacts and Deloitte clients 

• Drive client attendance at Deloitte and Salesforce 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)  

Required Qualifications: 

• Bachelor’s degree 

• Experience in large enterprise sales (not looking for alliance experience) 

• Proven track record of success in prior cloud sales position 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 

• Working knowledge and experience in the Financial Services industry sectors 

• 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 in technology consulting 

• 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 

• Working knowledge of the broad Financial Services industry, including—banking, wealth management, capital markets and insurance 

• 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   

Preferred: 

• Deep understanding of digital transformation 

• Techno-functional understanding of the Salesforce portfolio and supporting ecosystem  

• Working knowledge and selling experience in the Financial Services industry sector.

How you’ll grow

At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world.  From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.

 

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.

 

Deloitte’s culture

Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives.  Learn more about Life at Deloitte.

 

Corporate citizenship

Deloitte is led by a purpose: to make an impact that matters. This purpose defines who we are and extends to relationships with our clients, our people and our communities.  We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities.  Learn more about Deloitte’s impact on the world.

 

Recruiter tips

We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you’re applying to. Check out recruiting tips from Deloitte professionals.

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