Channel Sales Manager - IBM Alliance

The Channel Sales Manager for the IBM Alliance at Deloitte leads partner-enabled growth through alliance execution, stakeholder orchestration, and seller enablement, with a focus on building pipeline and achieving co-sell outcomes. This onsite role is based in Boston, MA.

Responsibilities

• Articulate Deloitte's value proposition, differentiators, and capabilities, and tailor client messaging using alliance and market insights to improve relevance, conversion, and win rates.
• Develop and advance a partner-enabled pipeline through sourcing, qualification, and co-sell motions; maintain accurate CRM data and forecasts to strengthen reporting, governance, and visibility.
• Coordinate targeted communications, align priorities, define next actions, and drive decision-making across alliance counterparts and Deloitte stakeholders.
• Engage Sales Executives, Marketing, and specialists in priority pursuits to accelerate co-sell velocity, stage progression, and conversion outcomes.
• Educate sellers on Deloitte capabilities and alliance motions via enablement sessions, playcards, and quick-reference guides to lift attach rates, deal sizes, and co-sell effectiveness.
• Lead planning cadences, agendas, materials, logistics, action and risk tracking, and issue resolution; support conferences, webinars, and alliance leadership meetings at key partner events.

Requirements

• Five or more years of professional experience in alliance sales, channel sales, business development, go-to-market execution, sales enablement, account coordination, or related roles.
• Five or more years supporting or driving pipeline development, opportunity qualification, partner-related pursuit activities, or alliance-influenced sales motions.
• Five or more years delivering seller enablement sessions and creating practical enablement assets such as playcards, guides, or related materials.
• Five or more years coordinating market-facing events, webinars, executive meetings, or alliance-related leadership engagements.
• Ability to travel on average about 20 percent, depending on work and client needs.
• Must be legally authorized to work in the United States without employer sponsorship, now or in the future.

Benefits

• Discretionary annual incentive program

Introduction

The Clients and Markets Acceleration Team (CMAT) Growth Platforms Group comprises relationship managers, marketers, and architects dedicated to advancing technology partnerships. Within the Specialized cohort, this team activates go-to-market strategies, manages cadence and governance, and oversees pod health, performance, and capacity across prioritized specialized alliances. The role offers the opportunity to drive partner-enabled growth through disciplined alliance management and market execution.

The Team

The Growth Platforms Team within CMAT drives technology relationships through alliance management, market activation, and disciplined execution. In the Specialized cohort, the team executes go-to-market strategies, runs cadence and governance, and monitors pod health, performance, and capacity across prioritized alliances. The successful candidate will contribute to strengthening alliance performance and improving pipeline outcomes.

Wage Disclosure

Salary range: USD 124,700 - 229,500 per year. This range reflects a broad set of factors used in compensation decisions, including skills, experience, training, licensure and certifications, and other business considerations. The stated range has not been adjusted for geographic differences related to the location of the position.

Incentive Compensation

You may be eligible to participate in a discretionary annual incentive program, subject to program rules and individual and organizational performance.