Alliance Manager – Regulatory & Legal Services (Icertis)

Posted 2 weeks ago by Deloitte
Atlanta, GA
Application ends: December 29, 2022
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Job Description

Deloitte is currently seeking candidatesfor an Icertis Alliance Manager (AM) position focused on our combined Deloitte plus Icertis Contract Life Management solution. The Icertis AM will have strong Sales Management and project management skills, attention to detail, outstanding oral / written communication skills, and the ability to work in a fast-paced environment across a matrixed organization to manage sales activities across the Regulatory & Legal alliance ecosystem.

You will have the opportunity to establish and nurture executive level relationships with Deloitte and Icertis leadership. This is an exciting opportunity to shape a key alliance and be part of a strategic and growing practice.

The Team

The Sales Center of Excellence (COE) supports Deloitte’s businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, our sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales execution strategies, manage thepursuit process and act as a key advisor to the pursuit team throughout the sales process. The Alliance Manager (AM) will be responsible for developing a GTM and business plan with clear goals and objectives that support the COE’s established targets for revenue and training.

Work You’ll Do

Alliance managers have a breadth of responsibilities which are prioritized by the Alliance Leadership team. Those activities include:

• Relationship Management – Establish, manage, and support a meeting cadence to foster strong executive relationships between Deloitte and Icertis. Work with Deloitte and alliance partners leaders to understand key criteria, roles, and KPI’s for success. Keep management apprised of the health of the relationship. Establish and maintain a clear and consistent communication with Icertis counterparts and keep Icertis apprised of Deloitte efforts 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 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 economic impact of your alliance on Deloitte’s business, including sell-with, sell-to, resell and buy-from metrics.

o Manage the alliance budget.

o Coordinate with Sales Enablement and Sales Executives to track and drive sector-based GTM plans as well the overall strategic sales strategy.

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 for the Deloitte team

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

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

• Deliver Firm Competencies – Define and shape how the Alliance aligns to applicable signature issues, firm strategy, and business offerings to internal and external audiences. Participate in 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. Ensure pipeline management cadence is occurring regularly within Deloitte and externally with alliance.

• Practice Communications & Knowledge Management – Manage all aspects of alliance communications, in close collaboration with your counterparts at your alliance, where appropriate. Leverage firm reporting tools (Mercury) to help ensure that key wins are recorded, tracked and communicated to the field. Suggest 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.

• Sales Enablement – Work closely with the Sales Enablement team to develop and roll-out key messaging and positioning specific to the Deloitte-ICertis partnership to relevant Deloitte stakeholders across the Tax, Consulting and Advisory teams.

Skills

• Savvy at navigating complex organizations and connecting the right people within each organization.

• Quick learner with high energy and creative problem-solving skills

• 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 GTM 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.

• Detail oriented, ability to adapt to changing environment

• 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 follow-up.

• Strong aptitude and passion for driving operational detail and market impact.

Required Qualifications:

• Experience developing and articulating value proposition for alliance products.

• 8+ years professional experience with 5 years focused on alliance management or equivalent experience working with vendors.

• Exceptional relationship building/relationship management skills to establish rapport, trust and confidence with alliance teams.

• Experience fostering and driving relationships within the relevant business lines of your alliance.

• Project management experience (process-oriented) and ability to work in a fast-paced environment, managing multiple tasks

• 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 executives

• Experience translating technical information into business and sales opportunities.

• Excellent written and oral communications skills and interpersonal skills

• Proficient in Microsoft Office suite – strong PowerPoint and Excel skills critical

• Proficient in SFDC

• Strong problem solving and analytical skills

• Demonstrated ability to take initiative and interact with all levels of management

• Ability to travel 20-60%, 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

Preferred Qualifications:

• Strong network within Icertis, SAP or CLM space

• Experience working in or with System Integrators, such as Deloitte

• Advanced Degree

+ For individuals assigned and/or hired to work in New York City, Jersey City, Colorado, or Nevada, Deloitte is required by law to include a reasonable estimate of the compensation range for this role. This compensation range is specific to New York City, Jersey City, State of Colorado, and the State of Nevada and 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. 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 $77,215 to $195,215.

+ 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.

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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.

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.