Deloitte Services Pty Ltd
Lead Alliance Director - Anaplan
Are you a top-performing client relationship and solution sales executive looking for your next career move? If you have an entrepreneurial spirit, relevant professional services experience and demonstrate selling attributes, strategies, and techniques you may be interested in an opportunity with our Consulting Sales team. Deloitte has been recognized globally as Anaplan’s Partner of the year and the leading Anaplan Consultancy in Australia.
The Team
The Sales Center of Excellence (COE) supports Deloitte’s businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Directors, our Lead Alliance Director will 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:
The Lead Alliance Director is responsible for a breadth of responsibilities, including:
o Lead business development efforts outside of core existing accounts for the Workday sub-sector
o Work with Anaplan leadership to identify potential clients for targeting
o Develop understanding of Deloitte Consulting’s portfolios and offerings, as well as cross-firm integrated offerings
o Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
o Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
o Develop organized and differentiated offerings
o Lead preparations for qualified opportunities
o Identify and align appropriate firm resources to pursue, win, and manage opportunities
- Contribute to pursuit processes by leveraging relationships for insights and influence
- Lead the development of proposals and supporting documentation, leveraging our specialist consultants on the solution approach and design
Industry Expansion and Relationship Building
o Collaborate with Anaplan Lead Alliance Partner, Practice leads, Alliance and Marketing on messaging, events and eminence - both internal and external
o Identify ways the Anaplan practice can expand/enhance visibility at key events and in the market
o Identify key relationships across the industry which would benefit the Anaplan practice and develop plans to cultivate those relationships
o Utilise Deloitte eminence - including though leadership, events, trainings, conferences, and memberships – to build and enhance relationships
o Utilise available offerings to develop and participate in activities and events focused on shared values and mission, e.g., Deloitte Greenhouse events, Client Experience labs etc.
o Participate in key industry events to build relationships and develop business opportunities
- Collaborate with Anaplan leadership in developing account and practice plans during the annual planning process
- Participate in Anaplan leadership calls and in person meetings, and assist with planning and preparation as needed
Enough about us, let’s talk about you.
You will have extensive business development experience in a professional services environment, preferably having worked with leading EPM tools such as Anaplan.
Specifically, you will have the following:
- 10+ years’ experience managing complex clients characterized by long sales cycles and significant dollar transactions
- Proven consistent track record of selling multimillion-dollar revenue per annum
- Knowledge and understanding of EPM implementation
- Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
- Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
- Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
- Experience managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
- Experienced with a complex pursuit process, proposal development and presentations that win new business
- Bachelor degree
- Success in working closely with service line leaders, partners, practitioners to develop strategies and tactics that drive targeting programs and win business
Why Deloitte?
At Deloitte, we create positively differentiated work experiences that enable our people to feel valued and achieve their full potential. Deloitte Australia opens the door to a career that can cross borders virtually and physically across Asia Pacific to gain experience and access projects beyond Australia’s borders. We value difference, and embrace people with diverse backgrounds, experiences, gender identities, abilities and thinking styles. Knowing that people work best in a variety of ways, we are happy to discuss alternative arrangements if the working pattern you are looking for is not specifically indicated.
We’re committed to continually building a safe and respectful workplace, where all our people feel appreciated and accepted. Through the creation of endorsed employee-led diversity networks which promote cultural, disability, LGBTI+, Aboriginal and Torres Strait Islander people and gender equality, we’re leading the way to shape an environment where everybody can thrive.
We are proud to have been recognised for our efforts in inspiring change and accelerating progress – check out our careers site for recent recognition in this space.
Next Steps
Sound like the sort of role for you? Apply now.