Channel Sales Manager - Intelligent Automation (Automation Anywhere & Appian)

Channel Sales Manager - Intelligent Automation (Automation Anywhere & Appian)

Deloitte is currently seeking candidates for our Channel Sales Manager (CSM) national role focused on multiple Intelligent Automation (IA) alliances. CSMs will have strong project management skills, attention to detail, outstanding oral, written and communication skills, and the ability to work in a fast-paced environment across a matrixed organization.

The Team

The CSMs are members of Deloitte's AI & Data Ops consulting portfolio and our Intelligent Automation market offering. CSMs, working closely with our Intelligent Automation Principals/Managing Directors (PPMD), focus on securing relationships with Vendor Sales teams (and Alliance teams) to uncover opportunities, develop territory sales strategies, and act as an advisor to pursuit teams throughout the sales process.

Work You will Do:

The CSM will act as the main point of contact for the Automation Anywhere & Appian software vendor sales team in the United States. The CSM will focus on the vendor relationship with Account Executives, Regional Directors, and Vice Presidents. The CSM will co-facilitate meetings, quarterly business reviews, maintain the Automation Anywhere & Appian service line pipeline for the region, plan for and coordinate key client events. The role involves:

• Creating awareness of Deloitte's Automation Anywhere & Appian capabilities with Automation Anywhere & Appian software vendor sales teams
• Utilizing these relationships to uncover new implementation sales opportunities in the region
• Partnering with the Automation Anywhere & Appian Sales Executives to develop sales opportunities for the overall Automation Anywhere & Appian ecosystem across the Firm
• Assisting with business development activities by connecting the appropriate Deloitte Intelligent Automation Sale Executive and PPMD team with the appropriate software vendor sales team for accounts
• Leading Automation Anywhere & Appian opportunity management process, including creating and updating relationship management system entries, reporting and maintenance
• Leading the alliance planning session preparation, including agenda development, research, materials gathering and consolidation, coordination among alliance leadership, logistics, as well as notes capture and report outs
• Collaborating with marketing teams to:

• Propose ideas for alliance team to connect with clients, including customization of Deloitte eminence materials and distribution of relevant thought-leadership to key stakeholders
• Identify brand differentiators at the client and create client-specific marketing materials

• Supporting the alliance team in collecting and centrally storing relevant client materials (qualifications, proposals, etc.)
• Establishing internal firm contacts with other CSMs to support sales cycles
• Providing recommendations to Automation Anywhere & Appian and Intelligent Automation leadership related to alliance management and infrastructure
• Travel to key events (estimated 25% travel)

• Bachelor's degree
• Understanding of RPA, AI, and various automation technology ecosystems with a specific understanding of Automation Anywhere & Appian preferred
• Exceptional relationship building/relationship management skills to establish rapport, trust, and confidence with vendor team.
• Team player
• Project management experience (process-oriented) and ability to work in a fast-paced environment and manage multiple tasks
• Demonstrated success performing in a large matrixed organization
• Excellent written and oral communications skills and interpersonal skills
• Proficient in Microsoft Office suite - strong PowerPoint and Excel skills critical
• Strong problem solving and analytical skills
• Demonstrated ability to take initiative and interact with all levels of management
• Ability to act autonomously, self-starter
• Quick learner with high energy and creative problem-solving skills
• Detail oriented, ability to adapt to changing environment
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future