Channel Sales Manager - Multi-Alliance Team

Channel Sales Manager - Multi-Alliance Team

Position Summary

Deloitte is seeking a Channel Sales Manager to support our Multi-Alliance portfolio within Growth Platforms. This role will focus on building and activating relationships across multiple priority alliance partners to drive coordinated go-to-market (GTM) execution and measurable pipeline growth. The Channel Sales Manager will serve as a key connector between alliance sales teams, Deloitte Sales Executives, Industry leaders, and account teams - translating multi-alliance plays into qualified opportunities and revenue impact. The ideal candidate brings strong relationship management, pipeline discipline, and the ability to operate effectively in a highly matrixed, fast-paced environment.

This role is critical to scaling Deloitte's multi-alliance growth agenda. The Channel Sales Manager will help ensure that strategic multi-partner plays translate into coordinated field execution, disciplined pipeline growth, and measurable revenue outcomes - accelerating Deloitte's ability to win in increasingly interconnected technology ecosystems.

The Team

The Multi-Alliance Activation (MAA) Team is a strategic growth engine within Deloitte's Growth Platforms . We streamline activation across multiple alliances to scale impact, accelerate sales momentum, and convert high-value plays into measurable pipeline and revenue outcomes. Channel Sales Managers within MAA play a key role on activating and operationalizing joint sales motions across alliance ecosystems - working closely with Alliance leaders, Principals/Managing Directors (PMDs), Sales Executives, and partner sales organizations to drive coordinated activation and opportunity creation.

Work You'll Do

The Channel Sales Manager will play a critical role in translating multi-alliance strategy into field execution and pipeline results. Key responsibilities include:

Alliance Relationship Activation

• Build and manage relationships with priority alliance vendor sales teams (Account Executives, Regional Directors, VPs) across multiple partners.
• Create awareness of Deloitte's differentiated, multi-alliance solutions and GTM plays.
• Align joint territory strategies that identify whitespace opportunities and target accounts.

Pipeline Development & Management

• Identify, shape, and track joint sales opportunities across alliances and industries.
• Partner with Sales Executives and account teams to position multi-alliance plays in priority accounts.
• Maintain and report on MAA pipeline performance, ensuring data integrity and visibility to leadership.
• Drive disciplined opportunity progression through consistent follow-ups and governance cadences.

Go-To-Market Orchestration

• Coordinate cross-alliance sales motions to ensure consistent messaging and clear ownership across Deloitte and partner stakeholders.
• Support planning and execution of joint multi alliance planning sessions with partners, MA specific QBRs, and specific account reviews.
• Enable pursuit teams with partner alignment, solution positioning, and joint value articulation.

Growth Enablement & Execution Support

• Partner with the Multi-Alliance Activation team to scale repeatable GTM frameworks and best practices.
• Collaborate with Marketing and Industry teams to support campaigns, events, and ecosystem engagement that drive pipeline creation

Successful Candidates Will Possess

• Exceptional relationship-building skills and the ability to influence both internal and external stakeholders.
• Strong pipeline management discipline and comfort with sales reporting tools and CRM systems.
• Comfort with dealing with ambiguity
• Demonstrated success operating in a large, matrixed organization.
• Strong project management capabilities with the ability to manage multiple priorities.
• Executive-level written and oral communication skills.
• Analytical mindset with ability to use data to inform territory strategy and opportunity focus.
• Self-starter who can operate autonomously while maintaining alignment across stakeholders.
• Ability to move from strategy to execution and drive measurable outcomes.

Qualifications

Required

• 5+ years of experience in channel sales, alliance sales, business development, or strategic GTM roles within consulting or technology ecosystems.
• Experience working with alliance or partner sales organizations (e.g., hyperscalers, ISVs, SaaS providers).
• Demonstrated track record of driving pipeline creation and advancing opportunities.
• Proficiency in Microsoft Office Suite (PowerPoint, Excel, Teams).
• Ability to travel up to 25% (on average, based on work and the clients / industries / sectors served)
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
• Bachelor's degree

Preferred

• Experience activating joint, multi-partner solution plays.
• Strong understanding of cloud, AI and data platforms within enterprise environments.
• Familiarity with Deloitte alliance ecosystem and internal sales processes or working in other large matrixed organizations.
• Strong experience independently developing and securing relationships with key decision makers, buyers, influencers, and others from executive to field level.

The wage range for this role 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.

The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. 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 $124,700 to $229,500.

You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

Information for applicants with a need for accommodation:

#SalesOpsGreenDot