Sales Enablement Manager, Blockchain and Digital Assets/5G and Edge Computing, Advisory Emerging Mar

at Deloitte
Published September 23, 2022
Location Albany, NY
Category Default  
Job Type Full-time  

Description

The Risk & Financial Advisory (RFA) Emerging Market Opportunities (EMO) team is seeking a Sales Enablement Manager to help lead client pursuits within our Blockchain and Digital Assets and 5G and Edge Computing EMOs. Effective Business Development pursuit management is critical to effective growth of our Blockchain and Digital Assets and 5G and Edge Computing practice. This role involves understanding the breadth of our practice's solutions and capabilities to help connect sales and go-to-market activities with effect pursuits and proposal efforts. This is an exciting opportunity to be a key 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 Sales Enablement Manager, you will have the opportunity to drive business development efforts across the firm and alongside our Blockchain and Digital Assets and 5G and Edge Computing leadership teams. To do this effectively, activities and responsibilities include but are not limited to:

+ Support Sales personnel throughout the Sales process

+ Assist in responding to functional and technical elements of RFIs/RFPs

+ Manage proposal development and assist with live oral presentations which win new business

+ Deliver product presentations and demonstrations

+ Lead the functional and technical deep dive conversations about Deloitte's offerings around Blockchain and Digital Assets and 5G and Edge Computing solutions with current and prospective customers

+ Respond to in-depth customer questions and inquiries

+ Understand customer needs and assist in solution development with the delivery team

+ Author and maintain demo script(s) for Blockchain and Digital Assets and 5G and Edge Computing products/solutions

+ Develop and deliver product demos (including custom demos) to current and prospective customers

+ Maintain demo environment (data, branding, etc.) where relevant

+ Prepare engagement teams for delivery activities (POCs, etc.)

+ Identify and document specific problems with prospective and current clients which can be solved through the deployment of integrated solutions

+ Architect and propose validated solutions which address identified problems in client environment

+ Continuous self-improvement and learning to maintain technical leadership of applicable Blockchain and Digital Assets and 5G and Edge Computing technologies

+ Prepare Deloitte practitioners for Blockchain and Digital Assets and 5G and Edge Computing training and certifications

+ Obtain Blockchain and Digital Assets and 5G and Edge Computing training and certifications when appropriate

+ Act as the customer advocate for any issues which require technical assistance and follow up with the client until the issue is resolved

+ Develop relationships and collaborate with the Blockchain and Digital Assets and 5G and Edge Computing teams to formulate and execute a go-to-market strategy

+ Building go-to-market strategies to differentiate Deloitte Blockchain and Digital Assets and 5G and Edge Computing positioning with vendors and clients

+ Assume multiple roles in various pursuits with client teams and practice leaders as it relates to qualifying and pursuing Blockchain and Digital Assets and 5G and Edge Computing opportunities

+ Assist with development of Deloitte's Blockchain and Digital Assets and 5G and Edge Computing Points of View (POVs)

+ Build strong cross-functional relationships with all members of the Blockchain and Digital Assets and 5G and Edge Computing-related alliance teams

+ Ensure consistent Blockchain and Digital Assets and 5G and Edge Computing approaches to marketplace across geographies and industry groups

+ Represent Deloitte by spending time in the field, authoring whitepapers, and by speaking at conferences/policy forums

Qualifications

Required:

+ Minimum 6+ years of successful pre-sales Sales executive experience with 2+ years focused on alliance management or equivalent experience working with external vendors

+ Experience articulating value propositions for technology 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

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

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

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 Assets and 5G and 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.

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