Strategic Alliance Lead Sales Director - Detroit, United States - PwC

Description

Specialty/Competency: IFS - Clients & Markets

Industry/Sector: Not Applicable

Time Type: Full time

Travel Requirements: Up to 60%

A career in Sales and Marketing will provide you with the opportunity to focus on positioning a distinctive PwC brand in the marketplace and drive long term revenue growth for the Firm. You'll focus on designing, developing, and implementing communication programmes and media events to promote and sell the PwC's brand and services as well as contribute to and evaluating our pricing strategies in the marketplace.

Our Business Development team supports PwC and its clients by developing sales strategies, executing tactics, and securing the resources required to close sales opportunities. As part of the team, you'll be managing sales pursuits and the sales pipeline, helping the account team in identifying, qualifying and closing sales leads, and coordinating the utilisation of all account management methodology and business development tools.

To really stand out and make us fit for the future in a constantly changing world, each and every one of us at PwC needs to be a purpose-led and values-driven leader at every level. To help us achieve this we have the PwC Professional; our global leadership development framework. It gives us a single set of expectations across our lines, geographies and career paths, and provides transparency on the skills we need as individuals to be successful and progress in our careers, now and in the future.

As a Director, you'll work as part of a team of problem solvers, helping to solve complex business issues from strategy to execution. PwC Professional skills and responsibilities for this management level include but are not limited to:

• Support team to disrupt, improve and evolve ways of working when necessary.
• Arrange and sponsor appropriate assignments and experiences to help people realise their potential and support their long-term aspirations.
• Identify gaps in the market and spot opportunities to create value propositions.
• Look for opportunities to scale efficiencies and new ways of working across multiple projects and environments.
• Create an environment where people and technology thrive together to accomplish more than they could apart.
• I promote and encourage others to value difference when working in diverse teams.
• Drive and take ownership for developing connections that help deliver what is best for our people and stakeholders.
• Influence and facilitate the creation of long-term relationships which add value to the firm.
• Uphold the firm's code of ethics and business conduct.

The Lead ACRE (LACRE) role helps focus our Alliance CRE sales resources with the Firm's Go-to-Market strategy and priorities beginning with deep knowledge of our Alliance channel relationships to create differentiation for PwC as we provide technology services to our clients. The LACRE is responsible for managing and selling with their own channel relationships and client base while providing leadership and coaching to other Alliance CREs within the respective Alliance.

Job Requirements and Preferences :

Basic Qualifications :

Minimum Degree Required :

General Education Development (GED)

Minimum Years of Experience :

8 year(s) of sales, marketing or PwC expeirence

Preferred Qualifications :

Preferred Knowledge/Skills :

Demonstrates thought leader-level abilities with, and/or a proven record of success directing efforts including:

• Exhibiting proven knowledge of professional services selling and technology software selling;
• Building and sustaining long term relations with Technology Alliances and clients to drive revenue;
• Showcasing success in an individual contributor sales role for a professional services and or technology solution organization;
• Understanding of the structure, key issues, language, and environment of one or more industry/sector/alliance groups with an ability to discuss current issues including services/technology applicable to those needs and effectively engage with executive level clients and with technology-focused PwC resources;
• Demonstrating complex Alliance management and team selling;
• Growing a specific set of accounts within a sector
• Leveraging channel relationships to gather sales intelligence, identify joint target accounts and maintain a joint pipeline of PwC and Alliance partner opportunities. Ensure PwC understands Alliance partner targeting;
• Demonstrating success in securing endorsements from the Alliance on pursuits;
• Planning, preparing and leading in Alliances sales focused meetings;
• Initiating sales calls and contacts; pursuing prospects to secure meetings; winning referrals and exploring sales opportunities;
• Soliciting information from Alliances and clients to effectively qualify and scope opportunities;
• Playing an active role in developing solutions with client teams and clients;
• Collaborating/aligning with Consulting Client Relationship Executive (CCRE) and account teams on Focus 500 (F500) and Core strategic accounts;
• Understanding client business issues and matching them to service capabilities/revenue opportunities;
• Leading complex sales processes through effective targeting of buyers and influencers;
• Ensuring PwC receives partner "credit" in the Alliance's deal registration system;
• Tracking activities related to Alliance interactions and engagement in Salesforce;
• Ensuring ongoing data accuracy and sanitation in Salesforce;
• Overcoming obstacles to win the business, develop and execute a targeted relationship and account development strategy;
• Utilizing sales cycle, account, and relationship development methodology;
• Demonstrating relationship effectiveness, including the ability to establish and develop long-term Alliance, PwC Account Team, and client relationships; and,
• Representing both Alliance and client needs to establish appropriate solutions are brought to the client. Internal Focus:
• Exhibiting proven knowledge of professional services selling and technology software selling;
• Building and sustaining long term relations with Technology Alliances and clients to drive revenue;
• Showcasing success in an individual contributor sales role for a professional services and or technology solution organization;
• Understanding of the structure, key issues, language, and environment of one or more industry/sector/alliance groups with an ability to discuss current issues including services/technology applicable to those needs and effectively engage with executive level clients and with technology-focused PwC resources;
• Demonstrating complex Alliance management and team selling;
• Growing a specific set of accounts within a sector
• Leveraging channel relationships to gather sales intelligence, identify joint target accounts and maintain a joint pipeline of PwC and Alliance partner opportunities. Ensure PwC understands Alliance partner targeting;
• Demonstrating success in securing endorsements from the Alliance on pursuits;
• Planning, preparing and leading in Alliances sales focused meetings;
• Initiating sales calls and contacts; pursuing prospects to secure meetings; winning referrals and exploring sales opportunities;
• Soliciting information from Alliances and clients to effectively qualify and scope opportunities;
• Playing an active role in developing solutions with client teams and clients;
• Collaborating/aligning with Consulting Client Relationship Executive (CCRE) and account teams on Focus 500 (F500) and Core strategic accounts;
• Understanding client business issues and matching them to service capabilities/revenue opportunities;
• Leading complex sales processes through effective targeting of buyers and influencers;
• Ensuring PwC receives partner "credit" in the Alliance's deal registration system;
• Tracking activities related to Alliance interactions and engagement in Salesforce;
• Ensuring ongoing data accuracy and sanitation in Salesforce;
• Overcoming obstacles to win the business, develop and execute a targeted relationship and account development strategy;
• Utilizing sales cycle, account, and relationship development methodology;
• Demonstrating relationship effectiveness, including the ability to establish and develop long-term Alliance, PwC Account Team, and client relationships; and,
• Representing both Alliance and client needs to establish appropriate solutions are brought to the client.
• Collaborating with senior leadership to deliver and execute on an optimal go-to-market strategy focused on revenue growth;
• Supporting business leaders on sales targets, goals and objectives
• Coaching other sales professionals, including understanding channel relationships, and utilizing Firm resources to advance opportunities and win work;
• Leading sales professionals tasked with the execution of the go-to-market strategies, including input to deployment of sales resources, driving pipeline rigor for the sales team, coaching sales skills;
• Understanding the portfolio of accounts being targeted by the broader sales team and ensure collaboration with Consulting Client Relationship Executive (CCRE) and account teams on Focus 500 (F500) and Core strategic accounts
• Leveraging professional network to introduce others to their contacts and drive revenue growth;
• Utilizing sales cycle and relationship development methodology to build a business development culture within the Alliance sales team practice;
• Providing input into ACRE recruiting efforts; and,
• Providing input into ACRE performance, with coaching and feedback into performance plans as needed.

Learn more about how we work:

PwC does not intend to hire experienced or entry level job seekers who will need, now or in the future, PwC sponsorship through the H-1B lottery, except as set forth within the following policy:

All qualified applicants will receive consideration for employment at PwC without regard to race; creed; color; religion; national origin; sex; age; disability; sexual orientation; gender identity or expression; genetic predisposition or carrier status; veteran, marital, or citizenship status; or any other status protected by law. PwC is proud to be an affirmative action and equal opportunity employer.

For positions based in San Francisco, consideration of qualified candidates with arrest and conviction records will be in a manner consistent with the San Francisco Fair Chance Ordinance.

Applications will be accepted until the position is filled or the posting is removed, unless otherwise set forth on the following webpage. Please visit this link for information about anticipated application deadlines:

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