Channel Sales Manager - MuleSoft Alliance

Company: Deloitte
Location: Hartford
Posted on: May 10, 2022

Job Description:

Channel Sales Manager - MuleSoft Alliance

Location is flexible.

Deloitte is currently looking for an experienced Channel Sales Manager to join a growing Sales Team, supporting and growing our MuleSoft Alliance.

Channel Sales Managers (CSMs) are a dynamic, co-evolving community of partner-facing individuals working to create and capture value from our most strategic alliance partners. As the connective tissue between Deloitte's Sales, Alliance, Offering Portfolio, and Industry leaders, you will harness your entrepreneurial spirit to drive new business opportunities, nurture MuleSoft relationships, and develop innovative go-to-market sales programs to grow Deloitte's MuleSoft business.

Deloitte is proud to work with MuleSoft to help our clients transform and build what's next for their business. MuleSoft's Anypoint Platform--- is the world's leading integration platform for SOA, SaaS, and APIs. MuleSoft provides exceptional business agility to companies by connecting applications, data, and devices, both on-premises and in the cloud with an API-led approach. By leveraging Anypoint Platform, companies can re-architect their SOA infrastructure from legacy systems , proprietary platforms, and custom integration code to create business agility. They can migrate technology infrastructure to the public or private cloud and prioritize adoption of SaaS applications and other cloud technologies.

As a Channel Sales Manager, you will be the primary point of contact for the MuleSoft Partner and Sales field teams, responsible for:

• MuleSoft Cloud Alliance Relationship Development and Management
  • Develop and execute relationship management across the account territory, including mapping the relevant Deloitte and MuleSoft roles, ensuring a regular cadence, communication, aligning business goals, objectives, and holding all parties accountable for shared metrics.
  • Develop strong relationships with key stakeholders across Deloitte account teams and Deloitte's MuleSoft Alliance.
  • Leverage Deloitte's MuleSoft eminence and participation in key industry/regional events to build relationships and develop new business opportunities
    • Business Development and Sales Execution:
      • Act as the MuleSoft ambassador by supporting overall vendor strategy and providing valuable vendor expertise to assist in pursuits.
      • Develop organized and differentiated go to market activities across the account territory within Cloud Engineering and MuleSoft Alliance growth areas
      • Lead preparations for formal sales meetings and account planning sessions between MuleSoft and Deloitte Account Teams
      • Develop "Pursuit Packages" that will help pursuit leaders and Cloud Sales Executives prepare RFI/P responses, proposals, oral presentations, and SOWs.
      • Identify and align appropriate MuleSoft partner resources and programs to pursue, manage, and win opportunities. (i.e., MuleSoft Partner Funding)
      • Leverage established sales best practices to ensure proper management of pipeline in both Deloitte CRM and MuleSoft Partner Portal.
        • Go-To-Market Offering Support
          • Collaborate with Market Offering and Alliance Leadership to identify, build, and execute go-to-market programs and sales sprints for key platform solutions.
          • Drive awareness and market activation around key platform solutions by aligning Sales, Alliances, and Marketing functions from both organizations
          • Support MuleSoft leadership in developing account and practice plans during the annual/quarterly planning process
            • Internal MuleSoft Advocacy & Promotion
              • Serve as the MuleSoft Trusted Advisor on identified opportunities through mature sales pursuits
              • Promote awareness and understanding of MuleSoft offerings, partner programs, Deloitte's practice capabilities and key joint wins.
                We are looking for exceptional sales/alliance professionals who come from strong cloud backgrounds, are familiar with solution-based approaches to selling, and possess experience managing complex sales processes.
                
                The team
                
                Our Cloud Engineering team focuses on enabling our client's end-to-end journey from On-Premises to Cloud, with opportunities in the areas of: Cloud Strategy, Op Model Transformation, Cloud Development, Cloud Integration & APIs, Cloud Migration, Cloud Infrastructure & Engineering, and Cloud Managed Services. We help our clients see the transformational capabilities of Cloud as an opportunity for business enablement and competitive advantage.
                
                Cloud Engineering supports our clients as they improve agility and resilience and identifies opportunities to reduce IT operations spend through automation by enabling Cloud. We accelerate our clients towards a technology-driven future, leveraging vendor solutions and Deloitte-developed software products, tools, and accelerators.
                
                Qualifications include
                
                We are looking for exceptional sales/alliance professionals who come from strong Cloud backgrounds, are familiar with solution-based approaches to selling, and possess experience managing complex sales processes.
                
                Required
                
                • 8+ years' experience in Technology with an emphasis on significant business development and client relationship experience
                • Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
                  Desired
                  
                  • Deep understanding of API and Integration strategies, development methodologies, as well as a demonstrated understanding of modern approaches to Cloud infrastructure, software development, and legacy systems
                  • Strong experience with Salesforce and/or MuleSoft, and relationships within the Salesforce ecosystem.
                  • Experience serving and selling to enterprise clients within the Fortune 500 and working within a team environment for large, complex engagements with teaming partners, staff, and practice leadership at all stages of the capture lifecycle
                  • Strong experience independently developing and securing relationships with key decision makers, buyers, influencers, and others from executive to field level.
                  • Bachelor's degree from an accredited school or university
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Keywords: Deloitte, Hartford , Channel Sales Manager - MuleSoft Alliance, Sales , Hartford, Connecticut