Lead Alliance Director for Google, Growth Platforms, Asia Pacific

About us

Flexibility, opportunity and incredible experiences reward the hard work required to succeed at Deloitte. We champion and support our talented people in achieving career goals and collectively celebrate success.

Join a high performing culture of talented people, who are highly motivated and passionate about building and implementing innovative solutions. We pride ourselves on our team of diverse, high performing Deloitte Professionals who are talented, supportive, inclusive and social - and who are at the heart of our success. Our aim is to ensure that all our people feel comfortable to bring their whole selves to work, and as a result, create a workplace that encourages the true spirit of 'And different'.

About the Team

The objectives of the AP Growth Platforms (Ecosystems and Alliances + Tech Relationships) team is aligned with our global ambition to strengthen our strategic relationships with leading technology companies to drive alliance/tech relationship sales growth while delivering various transformational outcomes for clients as well as designing future together.

As multi-dimensional collaboration is becoming increasingly important, AP Growth Platforms team collaborate closely with multiple teams with different focus and capabilities across AP, including industry and client perspectives and cutting-edge technologies.

About the Role

Do you excel at building relationships and enjoy bringing go-to-market (GTM) strategies to life?  If so, you may be a great fit for our Asia Pacific Lead Alliance Director – Google role.  You will have the opportunity to establish and nurture senior level relationships with Deloitte and Google Alliance teams.  This is an exciting opportunity to be part of a strategic and growing practice.

Alliance Directors have a breadth of responsibilities which are prioritized within the Deloitte Alliance Leadership team.  Those activities include:

Strategy

• Maintain the strategic relationship plan, coordinating with your Deloitte Lead Alliance Partner and practice leadership, to keep an up-to-date view of the business plan highlighting GTM approach, top priorities, our capabilities and financial goals for the relationship. 
• Understand and articulate the economic impact of your relationship on Deloitte’s business, through key metrics.

• Refresh multi-year growth objectives, annual business plan and requisite investment
• Drive ideation and catalyze differentiated solutions to position Deloitte’s unique value proposition.
• Influence and support Alliance training goals through enablement / training strategy to achieve YoY growth of people trained/certified, including Architect programs.

Financial/Sales Management

• Drive sales growth across the region in collaboration with PFs to ensure sales target is achieved.
• Pipeline Tracking, Validation & Reporting – Work with Alliance teams to maintain an accurate joint sales pipeline for your relationship. 
• Own and drive all aspects of operational reporting including wins, pipeline, quals, awards and any other metrics important to the relationship and key stakeholders.
• Ensure pipeline management cadence is occurring regularly within Deloitte and externally with relationship.
• Maximize sales conversion for the alliance aligned with our Sales Excellence program.
• Maintain pipeline coverage to deliver sales target.
• Deliver pipeline integrity with PF LAPs.
• Deliver ROI of Growth Platform Program.

Go to Market

• Maintain/elevate competitive positioning in ecosystem as measured through alliance recognition/reward.
• Coordinate with Clients and Industries to track and drive sector-based GTM plans. 
• Develop annual calendarized GTM plan with marketing plan + operational budget aligned to AP alliance strategy.
• Define and execute joint GTM plan to optimize pipeline.
• Oversee marketing, activation and campaign effort.
• Leverage vendor’s GTM e.g. campaigns, PR, socials, etc.
• Work closely with Alliance Marketing team to create a marketing plan that supports the relationship business objectives.
• Provide support and oversight to marketing campaign and event execution. Coordinate with colleagues to ensure collateral is up to date.

Alliance Management

• Lead AP Alliance operating model, market-focused Alliance planning and performance tracking
• Build and maintain stakeholder map for the Alliance / Relationship for AP and PFs
• Optimize Alliance/Relationship Program development and investment funds
• Establish, manage, and support a meeting cadence to foster strong executive relationships between Deloitte and Alliance. 
• Work with Deloitte and relationship partners leaders to understand key criteria & KPI’s for the relationship and keep management apprised of the health of the relationship. 
• Keep our relationship counterparts apprised of everything we are doing to drive incremental sales & enhance the relationship.
• Ensure that training requirements are met.
• Practice Communications & Knowledge Management: Manage all aspects of relationship communications, in close collaboration with your counterparts at your relationship, where appropriate. 
• Ensure that key wins are recorded, tracked and communicated to the field.  Suggest new opportunities for training Deloitte staff.

Leadership

• Participate in global coordination as required.
• Collaborate closely with relationship leadership on consultant enablement and pursuit support.
• Co-ordinate with Community of Practice (CoP) leads to ensure that the community is active and relevant.
• Support key practice meetings and ensure that they are scheduled and occur on a regular basis.
• Demonstrate ability to articulate how Alliance aligns to applicable signature issues, firm strategy, and business offerings to internal and external audiences. 
• Participate in conversations around ecosystem development activities that include your relationship.

Qualifications required

• Bachelor’s degree, advanced degree a plus.
• 8+ years professional experience.
• Experience articulating value proposition for relationship products.
• Experience fostering and driving relationships within the relevant business lines of your relationship.
• Demonstrated experience building and maintaining strong relationships with a diverse set of internal and external constituencies, including senior level executives, consulting resources, technical teams, and sales representatives.
• Experience translating technical information into business and sales opportunities.
• Proficiency in word processing, spreadsheet, and presentation creation tools.

Preferred

• Understand the competitive AI and Cloud landscape.
• Management consulting experience.

Skills:

• Savvy at navigating complex organizations and connecting the right people within each organization.
• Ability to think strategically, while staying focused on monitoring the progress of action items and bringing them to conclusion within appropriate time frames.
• Ability to influence and persuade key stakeholders to develop joint go-to-market sales and solution opportunities.
• Excellent team player.  Effective at sharing and communicating knowledge and supporting teammates in times of increased workload.
• Highly organized and self-sufficient, successful with limited direction, upbeat and enthusiastic.
• Strong executive presence, complimented by clear and convincing communication skills to respective client teams through oral, written, and formal presentation mediums.
• High degree of integrity by honoring commitments and demonstrating consistent and predictable follow-up.
• Strong aptitude and passion for driving operational detail and market impact.

If this sounds like an exciting opportunity that aligns with your experience and career goals, we want to hear from you.