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VP Alliance Relationships – Global Workday Enabling Senior Manager
Company name
Deloitte Development, LLC
Employment Type
Full-Time
Posted on
Jul 03, 2021
Valid Through
Oct 16, 2021
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Job Information
Deloitte
VP, Alliance Relationships – Global Workday (Enabling Senior Manager)
in
Los Angeles
California
VP, Alliance Relationships – Global Workday (Enabling Senior Manager)
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 Global Workday Alliance Senior Manager role. You will have the opportunity to establish and nurture executive level relationships with Deloitte and Workday 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:
Maintain the strategic alliance plan, coordinating with your Chief Commercial Officer, 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.
Understand and articulate the full impact of your alliance on Deloitte’s business, including sell-with, sell-to, resell and buy-from metrics.
Manage the consulting alliance budget specific to your alliance.
Coordinate with E&A Liaisons to track and drive sector-based GTM plans.
Act as an information clearinghouse as it relates to your alliance.
Establish and maintain clear and consistent alliance reporting.
Collaborate closely with alliance leadership on consultant enablement and pursuit support.
Ensure that training requirements are met.
Coordinate with Community of Practice (CoP) lead to ensure that the community is active and relevant.
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 and Practice Leaders to maintain an accurate joint sales pipeline for your alliance. Own and drive all aspects of global 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 – 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.
Qualifications
Required
Bachelor’s degree, advanced degree a plus.
12 years professional experience with 5 years focused on alliance management or equivalent experience working with vendors.
Working knowledge of Workday, ERP Cloud solutions, and Deloitte Consulting Services.
Ability to understand and articulate value proposition for alliance products.
Ability to foster and drive relationships across the extended lines of business within Workday.
Demonstrated experience building and maintaining strong relationships with a diverse set of internal and external constituencies, including senior level executives, consulting resources, technical teams, and sales representatives.
Ability to understand and translate technical information into business and sales opportunities.
Proficient Microsoft Excel and PowerPoint skills.
Up to 50% travel required.
Preferred
Understand the competitive landscape of Cloud ERP and the Workday ecosystem.
Strong network across extended business lines within Workday and Deloitte.
Experience working in or with System Integrators, such as Deloitte.
Skills:
Savvy at navigating complex organizations and connecting the right people within each organization.
Ability to think strategically, while staying focused on monitoring the progress of action items and bringing them to conclusion within appropriate time frames.
Ability to influence and persuade key stakeholders to develop joint go-to-market sales and solution opportunities.
Excellent team player. Effective at sharing and communicating knowledge and supporting teammates in times of increased workload.
Highly organized and self-sufficient, successful with limited direction, upbeat and enthusiastic.
Strong executive presence, complimented by clear and convincing communication skills to respective client teams through oral, written, and formal presentation mediums.
High degree of integrity by honoring commitments and demonstrating consistent and predictable follow-up.
Strong aptitude and passion for driving operational detail and market impact.
*Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
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.
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