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Deloitte Alliance Manager, Blockchain & Digital Assets & 5G/Edge, Advisory Emerging Market Opportunities in Boston, Massachusetts

The Risk & Financial Advisory (RFA) Emerging Market Opportunities (EMO) team is seeking an Alliance Manager to help lead the development of capabilities in priority solution areas with alliance partners. Alliance partners are a critical component to win work in our emerging market opportunity areas, such as Blockchain and Digital Assets and 5G/Edge Computing. This role involves understanding the breadth of alliance solution capabilities, creating Deloitte POVs on the maturity of capabilities and application to use cases, and coordinating the training, sales, and go-to-market activities for priority alliance solutions. This is an exciting opportunity to shape emerging alliances, scale existing alliances, and be a part of a strategic and growing practice.

The Team

The RFA EMO team works across the global firm to identify emerging trends in the marketplace, define the unique value that Deloitte can bring to its clients, build a centralized go-to-market strategy, and develop the mechanisms required for innovation, acceleration, demand generation, and market capture.

Our target emerging markets are focused on making Deloitte the pre-eminent professional services firm for areas of growth and change. Deloitte's culture is collaborative, transparent, and inclusive. As part of this firm and team, you will build your arsenal of professional skills to think bigger, work smarter, and lead better.

The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working closely with Partners, Principals and Managing Directors, these sales professionals focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.

Work you'll do

As the Alliance Manager, you will have the opportunity to establish and nurture executive level relationships with Deloitte and alliance partners. To do this effectively, activities and responsibilities include but are not limited to:

  • Strategy

  • Articulate how the alliance partnership aligns with and elevates Deloitte emerging market opportunities, capabilities, and firm strategy.

  • Lead and participate in multi-disciplinary discussions regarding the alliance relationship and ongoing development needs.

  • Relay marketplace signals shared by alliance partners with firm leadership to inform ongoing strategic planning and prioritization.

  • Coordinate with asset development teams to prioritize platforms & solutions, advise on potential alliance partnerships/enablers/accelerators, and pull-in alliance partners, as needed.

  • Relationship Management

  • Establish, manage, and support an ongoing meeting cadence to foster strong relationships between Deloitte and alliance.

  • Keep management apprised of the health of the Deloitte and alliance relationship by tracking progress, identifying risks/issues, and working collaboratively to navigate any barriers.

  • Understand the impact of the alliance relationship to drive incremental sales and subsequently deepen the relationship.

  • Operations

  • Maintain a strategic alliance plan, coordinating with Deloitte and the alliance, to keep a current view of a go-to-market approach, priorities, sales and pursuit targets, and other financial and non-financial goals.

  • Coordinate and collaborate across the Deloitte leadership team to identify, drive, and track specific go-to-market plans.

  • Understand and articulate the economic impact of your alliance on Deloitte's business, including sell-with, sell-to, resell, and buy-from metrics.

  • Manage the budget associated with the alliance against timeline and expectations.

  • Reporting

  • Work with Deloitte and alliances to understand key criteria and key performance indicators for the alliance to ensure progress is being made.

  • Establish and maintain clear and consistent alliance reporting including wins, pipeline, metrics, and other general feedback on a consistent basis.

  • Drive reporting hygiene by ensuring key wins are tracked and recorded.

  • Communications

  • Ensures the timely communication and flow of information among Deloitte and alliances. Serve as a conduit and point of contact so key objectives are communicated clearly and can be met.

  • Coordinate with other Deloitte members of the team to identify and execute on interdependencies where there are opportunities for scale and growth.

Qualifications

Required:

  • Minimum 5+ years of related professional experience with 2+ years focused on alliance management or equivalent experience working with external vendors

  • Experience articulating value propositions for alliance products

  • Experience navigating a complex ecosystem of stakeholders with demonstration of creating and maintaining relationships internally and externally

  • Outstanding interpersonal and communication skills that foster and build relationships at all levels

  • Ability to work effectively in a fast-paced, multiple-projects environment

  • Proficient Microsoft Office skills

  • Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future

  • Ability to travel 20-60%, on average, based on the work you do and the clients and industries/sectors you serve

Preferred:

  • Experience in business development

  • Bachelor's Degree, advanced degree a plus

  • Understand the emerging market landscape as it relates to Blockchain and Digital Assets and 5G and Edge Computing - where the market is today, where it will be in 5 years, and where it will be 10+ years

  • Competencies big tech leaders in the Blockchain and Digital Asset or 5G/Edge Computing space is a plus

  • Prior consulting or professional services experience

  • Conversant in translating business needs into technical capabilities into sales opportunities

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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.

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