Channel Sales Manager - Salesforce, Financial Services Industry

$137,700 - $229,500/Yr

Deloitte - Boston, MA

Full-time - Mid Level

Boston, MA

Professional, Scientific, and Technical Services

About the position

The Channel Sales Manager (CSM) role at Deloitte focuses on driving digital transformations in the Financial Services industry through Salesforce solutions. The CSM will work closely with Salesforce sales teams to identify opportunities, develop relationships, and promote Deloitte's offerings as a key partner. This position requires strong networking skills, sales instincts, and industry knowledge to effectively engage with clients and drive business development activities.

Responsibilities

• Identify new leads in the Financial Services 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 Financial Services and Sales Executive to qualify and shape leads into new sales opportunities
• Assist with business development activities by teeing up account planning sessions with the appropriate Deloitte team members and Salesforce sales teams
• 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
• 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 Financial Services and broader team on partner planning meeting preparation, including agenda development, research, materials creation, logistics, as well as notes capture and report outs
• Collaborate with marketing teams to 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.)

Requirements

• Experience in large enterprise sales
• Proven track record of success in prior cloud sales position selling into large corporate clients
• 5+ years of relevant experience
• Business development background working in the Financial Services space in all or some of the following sectors; Banking, Insurance and Investment Management
• 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
• Proficient in Microsoft Office suite - strong PowerPoint and Excel skills critical
• Proficient in Salesforce Sales Cloud
• Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve

Nice-to-haves

• Deep understanding of digital transformation
• Techno-functional understanding of the Salesforce portfolio and supporting ecosystem
• Experience in technology consulting having worked with Digital Agencies, Consultancies or Technology Providers
• Bachelor's degree

Benefits

• Discretionary annual incentive program based on individual and organizational performance