Relationship Manager - Deloitte Microsoft Technology Services Practice
Do you excel at building relationships and enjoy bringing go-to-market (GTM) strategies to life? If so, you may be a great fit for our Relationship Manager - Deloitte Microsoft Technology Services Practice role. The DMTSP Cyber Relationship Manager is responsible for educating Microsoft Cyber stakeholders on our capabilities. This role demands a proactive and organized professional who can seamlessly coordinate with various teams, support key initiatives, and manage essential operational tasks. You will have the opportunity to establish and nurture executive level relationships with Deloitte and Deloitte Microsoft Technology Services Practice (DMTSP) leadership.
Microsoft is an audit client for Deloitte - as a result, Deloitte cannot have an alliance or partnership with Microsoft. Deloitte, however, can advise on and implement Microsoft products, and interact with Microsoft in certain ways in connection with these activities. When doing so, Deloitte and Microsoft must be sensitive to and mindful of the need for independence.
Recruiting for this roles ends on 1/15/25
The Team The DMTSP supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, the team focuses 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 Relationship managers have a breadth of responsibilities which are prioritized within the DMTSP leadership team. Those activities include:
- Relationship Management
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- Establish, manage, and support a meeting cadence to foster strong executive relationships between Deloitte and key sales and delivery stakeholders. Understand key criteria & KPI's for the relationship and keep management apprised of the health of the relationship. Keep our technology counterparts apprised of everything we are doing to drive incremental sales & enhance the relationship.
- Act as a liaison between the Microsoft Cyber team and Consulting, ensuring both parties are educated on our respective capabilities and solutions.
- Facilitate enablement and permissible communication to drive successful outcomes.
- Provide comprehensive support to the Lead Relationship Partner (LRP) and Lead Sales Executive in their strategic and operational activities.
- Engage with industry and market offering teams to drive innovative solutions, market growth, and assist in developing Industry Advantage focused accelerators.
- Relationship Management Operations - Act as the "Chief Operating Officer" of the relationship:
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- Maintain the strategic plan, coordinating with DMTSP leadership and practice leadership, to keep an up-to-date view of the business plan highlighting GTM approach, top priorities, our capabilities and financial goals for the relationship.
- Manage budgets where applicable.
- Coordinate with Growth Platform Liaisons to track and drive Operate sector-based GTM plans.
- Act as an information clearinghouse
- Establish and maintain clear and consistent reporting.
- Participate in global coordination as required.
- Collaborate closely with DMTSP leadership on consultant enablement and pursuit support.
- Ensure that training requirements are met.
- Coordinate with Community of Practice (CoP) lead to ensure that the community is active and relevant.
- Support key practice meetings and to ensure that they are scheduled and occur on a regular basis.
- Assist in the preparation of presentations, reports, and other materials as needed.
- Develop and distribute newsletters to keep the team informed of key updates, achievements, and opportunities.
- Organize and facilitate all hands calls, ensuring effective communication and engagement across the team.
- Deliver Firm Competencies
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- Demonstrate ability to articulate how capabilities align to applicable signature issues (Industry Advantage), firm strategy, and business offerings to internal and external audiences. Participate in conversations around development activities that include your technology vendor.
- Pipeline Tracking, Validation & Reporting
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- Work with Deloitte Sales Executives to maintain an accurate joint sales pipeline for your technology vendor. Own and drive all aspects of operational reporting including wins, pipeline, quals, awards and any other metrics important to the relationship and key stakeholders. Ensure pipeline management cadence is occurring regularly within Deloitte.
- Ensure accurate and up-to-date tagging and hygiene of Jupiter data to maintain data integrity and facilitate seamless operations.
- Practice Communications & Knowledge Management
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- Manage all aspects of technology vendor communications, in close collaboration with your team members. Ensure that key wins are recorded, tracked and communicated to the field. Suggest new opportunities for training Deloitte staff and maintain MySource as the central repository for all technology vendor related information.
- Develop and distribute newsletters to keep the team informed of key updates, achievements, and opportunities.
- Organize and facilitate all hands calls, ensuring effective communication and engagement across the team.
- Marketing Coordination
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- Work closely with Marketing team to create a marketing plan that supports DMTSP business objectives. Provide support and oversight to marketing campaign and event execution. Coordinate with colleagues to ensure collateral is up to date.
- Develop and execute marketing strategies to promote DMTSP Cyber initiatives and offerings.
- Collaborate with the marketing team to create compelling content, campaigns, and promotional materials.
- Monitor and analyze marketing performance metrics to optimize strategies and achieve business objectives.
- Ad Hoc Requests:
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- Respond to and manage various ad hoc requests, demonstrating flexibility and a solution-oriented approach.
- Provide timely and efficient support to meet the dynamic needs of the team and organization.
The successful candidate will possess:
- Savvy at navigating complex organizations and connecting the right people within each organization.
- Ability to think strategically, while staying focused on monitoring the progress of action items and bringing them to conclusion within appropriate time frames.
- Ability to influence and persuade key stakeholders to develop joint go-to-market sales and solution opportunities.
- Excellent team player. Effective at sharing and communicating knowledge and supporting teammates in times of increased workload.
- Highly organized and self-sufficient, successful with limited direction, upbeat and enthusiastic.
- Strong executive presence, complimented by clear and convincing communication skills to respective client teams through oral, written, and formal presentation mediums.
- High degree of integrity by honoring commitments and demonstrating consistent and predictable follow-up.
- Strong aptitude and passion for driving operational detail and market impact.
- Experience translating technical information into business and sales opportunities.
Required Qualifications
- 5+ years professional experience with 2 years focused on relationship management or equivalent experience working with vendors.
- Experience articulating Microsoft Technology and how it can be leveraged to help solve business challenges for our clients.
- Experience fostering and driving relationships within the software industry.
- Demonstrated experience building and maintaining strong relationships with a diverse set of internal and external constituencies, including senior level executives, consulting resources, technical teams, and sales representatives.
- Proficiency in word processing, spreadsheet, and presentation creation tools.
- Ability to travel up to 25%, on average, based on the work you do and the clients and industries/sectors you serve.
- Limited sponsorship may be available.
Preferred
- Experience working in or with System Integrators, such as Deloitte.
- Bachelor's degree
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 $102,500.00-$210,600.00.
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.
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