Deloitte Channel Sales - Contract Lifecycle Management in Phoenix, Arizona
Deloitte Legal Business Services ("LBS"), a service line of Deloitte Tax LLP, is seeking candidates for a Channel Sales (CS) position to focus primarily on the Deloitte sale of the implementation (and applicable follow-on phases) of Contract Lifecycle Management ("CLM") Software sales. The CS will be a part of a broader community of sales executives within Deloitte and will reside in the Tax Sales Executive channel within the Firm's Sales Center of Excellence ("CoE").
The CS will be dedicated to multiple Deloitte Managed Business Relationships ("MBRs") with CLM software providers. Specifically, the role of the CS will be to work directly with the software providers to drive the implementation (and any potential ongoing consulting) to Deloitte with respect to the MBR CLM software sales. The provides may include, but are not limited to DocuSign, Icertis, Agiloft, Ironclad, Malbek, Sirion Labs, and other CLM software providers. Other important current Deloitte Tax CLM MBRs should also be covered in the near future. The CS will help coordinate these MBR revenue opportunities on a national basis, coordinating with the CLM subject matter experts and CLM leaders. Specifically, the CS will need to develop strong relationships with the MBRs executive sales teams to help coordinate, manage and close pipeline opportunities where the MBR and Deloitte LBS can team together. The CS will need very strong organizational, networking and CLM technical skills. Attention to detail, outstanding oral / written communication skills, and the ability to work in a fast-paced environment across a matrixed organization is a must.
The Deloitte Sales CoE is an umbrella organization that oversees the tax sales executive program. The COE supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Deloitte Partners, Principals, Managing Directors ("PPMDs") and Senior Managers, these sales executives 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 will Do:
The CS professional will act as the main point of contact for several key Contract Lifecycle Management Software vendor relationships (MBRs). Specifically, the CS will develop relationships with the senior and regional sales executives for these key MBRs with the goal to drive to Deloitte the implementation (and any potential follow up consulting to for the MBRs software sales. T he CS professional would:
Develop relationships with the senior sales channels for the key CLM MBR relationships
Drive sales of LBS implementations of CLM software as a result of strong CLM MBR relationships
Develop a pipeline of qualified leads from the MBRs for the LBS CLM implementation team
Position Deloitte as the implementor of choice for key MBR CLM software relationships
Partner with the Deloitte Sales Executive network as needed
Assist with business development activities by pursuit of qualified leads, working with the Deloitte PPMD and Senior Manager client service teams as applicable
Work with client service teams and key MBR relationships to close CLM software sales
Lead the new business MBR pipeline opportunity management process, including creating and updating relationship management system entries, reporting and maintenance
Provide recommendations to LBS leadership related to MBR management, infrastructure, and sales strategy
Travel to selected key clients, events, and pursuits as applicable
Strong familiarity with understanding the role of CLM software in the eco-system of corporate contracts, storage, and management
Specific familiarity with one or more key CLM software providers
Exceptional relationship building/relationship management skills to establish rapport, trust, and confidence with vendor team.
Exceptional project management skills, attention to detail and organizational skills to manage multiple sales channels and opportunities simultaneously
Team player with excellent interpersonal skills
Project management experience (process-oriented) and ability to work in a fast-paced environment, managing multiple tasks and workstreams
Demonstrated success performing in a large matrixed organization
Excellent written and oral communications 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, and hold oneself accountable to results
Quick learner with high energy and creative problem-solving skills
Detail oriented, organized
Ability to adapt to changing environment
Legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
• Understanding of CLM Transformation within the CLM software ecosystem
Proficient in Microsoft Office suite - strong PowerPoint and Excel skills
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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