Partner Alliance Manager Jobs in Reston, VA (NOW HIRING)

Channel Sales Manager - Anthropic Alliance

Deloitte is currently seeking candidates for our Channel Sales national role focused on our Anthropic alliance. The Anthropic Channel Sales Manager 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 Channel Sales Managers are members of Deloitte's Growth Platforms focused on our AI, Data, and Engineering consulting portfolios. Channel Sales, working closely with our AI Data Engineering OP, Engineering OP, and Account Principals/Managing Directors (PMD), 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'll Do:

The Channel Sales Manager will act as the primary point of contact for the Anthropic software vendor sales and Alliance teams in the United States. The Channel Sales Manager will focus on the vendor relationship with Account Executives, Regional Directors, and Vice Presidents. The Channel Sales Manager will co-facilitate meetings, quarterly business reviews, maintain the Anthropic service line pipeline for the region, drive go-to-market campaigns, plan for and coordinate key client events. The role involves:

• Developing fluency of Anthropic' s products and services. Creating awareness and evangelize Deloitte's Anthropic capabilities with Anthropic software vendor sales teams and internal Deloitte go-to-market teams
• Utilizing these relationships to uncover new implementation sales opportunities
• Partnering with the AI & Data Industry Sales Executives to develop sales opportunities for the overall Anthropic ecosystem across the Firm
• Assisting with business development activities by connecting the appropriate Deloitte AT Data Engineering Constellation Sale Executives and PMD team with the appropriate vendor sales team for specific clients
• Leading Anthropic opportunity management process, including creating and updating relationship management system entries, reporting and maintenance, including, tracking and reporting on co-sell pipeline and influence revenue. 
• 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
• 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 Channel Sales to support sales cycles
• Providing recommendations to Anthropic and AI Data Engineering leadership related to alliance management
• Ability to travel to key events (estimated 25% travel)

The successful candidate will possess: 

• 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
• 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

Qualifications
Required:

• 5+ years' experience in Technology with an emphasis on significant business development and client relationship experience
• Understanding of Cloud Analytics technology ecosystems with a specific understanding of Anthropic preferred
• Proficient in Microsoft Office suite - strong Teams, PowerPoint and Excel skills critical
• 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 up to 25%, on average, based on the work you do and the clients and industries/sectors you serve
• Experience with Anthropic a plus

Preferred:

• Bachelors' degree
• Masters' or Advanced Degree a plus

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.

Channel Sales Manager - Anthropic Alliance

Deloitte is currently seeking candidates for our Channel Sales national role focused on our Anthropic alliance. The Anthropic Channel Sales Manager 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 Channel Sales Managers are members of Deloitte's Growth Platforms focused on our AI, Data, and Engineering consulting portfolios. Channel Sales, working closely with our AI Data Engineering OP, Engineering OP, and Account Principals/Managing Directors (PMD), 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'll Do:

The Channel Sales Manager will act as the primary point of contact for the Anthropic software vendor sales and Alliance teams in the United States. The Channel Sales Manager will focus on the vendor relationship with Account Executives, Regional Directors, and Vice Presidents. The Channel Sales Manager will co-facilitate meetings, quarterly business reviews, maintain the Anthropic service line pipeline for the region, drive go-to-market campaigns, plan for and coordinate key client events. The role involves:

• Developing fluency of Anthropic' s products and services. Creating awareness and evangelize Deloitte's Anthropic capabilities with Anthropic software vendor sales teams and internal Deloitte go-to-market teams
• Utilizing these relationships to uncover new implementation sales opportunities
• Partnering with the AI & Data Industry Sales Executives to develop sales opportunities for the overall Anthropic ecosystem across the Firm
• Assisting with business development activities by connecting the appropriate Deloitte AT Data Engineering Constellation Sale Executives and PMD team with the appropriate vendor sales team for specific clients
• Leading Anthropic opportunity management process, including creating and updating relationship management system entries, reporting and maintenance, including, tracking and reporting on co-sell pipeline and influence revenue. 
• 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
• 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 Channel Sales to support sales cycles
• Providing recommendations to Anthropic and AI Data Engineering leadership related to alliance management
• Ability to travel to key events (estimated 25% travel)

The successful candidate will possess: 

• 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
• 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

Qualifications
Required:

• 5+ years' experience in Technology with an emphasis on significant business development and client relationship experience
• Understanding of Cloud Analytics technology ecosystems with a specific understanding of Anthropic preferred
• Proficient in Microsoft Office suite - strong Teams, PowerPoint and Excel skills critical
• 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 up to 25%, on average, based on the work you do and the clients and industries/sectors you serve
• Experience with Anthropic a plus

Preferred:

• Bachelors' degree
• Masters' or Advanced Degree a plus

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.