Senior Manager: Market Offerings / Partnerships & Alliances Strategist- Internal Client Services at Deloitte

Job Description
Main Purpose of Job    

• This is an integral client facing enablement role to champion leadership in the implementation of strategic initiatives for Deloitte Africa. 
• This individual will report to the Industry Programme & Market Offerings Leader to drive:
• Deloitte Africa’s portfolio of strategic growth market offerings key strategic pillars
• Strategic global and local partnerships

Key Performance Area:    
Strategic impact     

• Contributes to input on strategy for Deloitte Africa Market Offerings (MOs) and Partnerships & Alliances (P&A)
• Performs market and client analysis to identify key trends and future opportunities for the Firm
• Develops scenarios for MOs and P&As required in the future based on market and client trends
• Leads implementation of strategy plans linked to global, the Africa member firm Exco mandate, Clients & Industries and MO and P&A leadership and client service area/s including:
• Developing content and leading implementation for key initiatives identified for inter alia of key strategic business development, client strategies and go-to-market initiatives across the continent and service lines
• Setting of implementation plans with team/s including timelines, actions and measures for success 
• Working with related Exco portfolios, C&I service areas and service lines across the Firm to deliver on initiatives 
• Aligning internal and external stakeholders and defining a communication process to leadership and team members
• Timely and detailed reporting on status of implementation to leadership 
• Leverage global Market Offerings and Partnerships & activities and infrastructure
• Provides significant support to leadership in implementation and communication of the Firm's strategic objectives
• Based on expertise and experience advises and supports Service Line leadership in identification and implementation of innovative solutions

Client Impact: External / Internal    

• Manages and develops senior executive relationships with alliance partners to ensure that the Deloitte Market Offerings and Alliance teams are meeting/ exceeding their expectations
• Manages and develops executive relationships with service line and sector leadership to effectively support client facing and innovation projects
• Provides leadership in generating new market ideas/solutions through the entire solution lifecycle and/or practice expansion through Deloitte Africa’s industry/sectors and Deloitte Consulting’s Technology Service Lines
• Works with client service team partners and directors to help them leverage alliance assets and maintain high level of client team value/impact. Advises partners and directors on strategies to leverage alliance relationship and assets.
• Plays a lead role in meeting alliance partners’ goals for the overall relationship.
• Within the business development process, leads or guides other alliance managers in their support of RFPs, non-disclosure agreements, teaming agreements, proposed technology in Deloitte Consulting proposals, pricing and configurations that include alliance technology and solutions
• Leads dispute resolution discussions between alliance and Deloitte
• Leads and facilitates teaming discussions with client partners and directors and alliance client leadership.
• Provides technical or pursuit advice on alternative approaches using alliance technology, services or relationships through personal experience as well as management of alliance partner resources.
• Leads relationships with key industry/sector or service area/line leaders for the alliance participating in business development, pipeline management, enablement and training.
• Works closely with industry/sector or service area/line leader and develops frameworks and or repeatable solutions to support industry/sector priorities leveraging alliance assets.
• Develops and manages pipeline/funnel of market offering and alliance identified opportunities for industry/sector or service area/line.

Relationships    

• Establishes relationships with key alliance partner contacts for Deloitte – and expands relationships to executives within alliance partner
• Develops a strong network outside of Deloitte through participation in professional/civic organizations or non-profits
• Establishes needed relationships with Deloitte P/D/SMs to drive go-to-market and alliance-related activities
• Utilises all relationships to drive opportunities and business to Deloitte
• Maintains the trust of stakeholders and continues to be sought out to solve their top priority business issues.
• Listens empathetically and encourages stakeholders to surface issues of importance to them
• Engages frequently in two-way dialogue with stakeholders on priority issues.
• Optimises interaction by adapting own personal style to engage a range of personalities; leverages Business Chemistry knowledge to better connect with others.
• Engages and maintains lasting connections with multiple stakeholders/decision makers.
• Builds strong professional relationships and partnerships across delegated service line/s to understand business needs in area of responsibility
• Establishes and maintains external business relationships within area of expertise to collaborate on, understand and share best practice.

Eminence     

• Personally identified as the SME in market offering and alliance partner topics and cross-functional capabilities
• Leverages understanding of alliance partners’ technology to help a service area/line or industry/sector and market offerings develop net new services.
• Active in the creating and delivering relevant eminence around market offerings and their alliance solutions, especially at events alliance partner events

People     

• Engages with team members with genuine interest and concern for their career goals.
• Gives time and energy in providing career guidance to peers and coachees by sharing their experiences.
• Shares constructive feedback and knowledge with key stakeholders.
• Identifies potential candidates as appropriate for succession.
• Takes a personal interest in developing promising candidates for promotion.
• Assists team members with finding appropriate opportunities to accomplish their goals and address their development needs.
• Creates a supportive environment where top talents strives to work.

Operational effectiveness, quality and risk management, and reporting

• Sets up and manages Market Offerings and alliance governance, risk and quality management processes and meetings
• Coordinate, schedule and manage meetings and forums
• Ensure compliance with established Deloitte Risk, Independence and Legal (RIL) and quality management guidelines
• Manages complex risks and issues within sphere of responsibility ensuring timely mitigation actions
• Contributes to the negotiation, conclusion, and management of contracts with service providers and other stakeholders
• Prepare Market Offerings and Alliance reports for local and global use enables informed decision-making

Finance, Budgets / Profitability

• Leads a major alliance relationship; meets or exceeds annual targets and goals on a regular basis
• Significant Financial contribution to alliance services revenue through leadership in developing an incremental revenue stream.
• Recognized for a significant portion of primary sales / achieves primary sales goal
• Provides annual budget input for area of responsibility for approval and integration into Service Area budget
• Manages the annual budget, including costs for designated area and ensures time and expenses are submitted weekly

Qualifications
Minimum Qualifications    

• Honours degree (relevant to Service Area)

Desired Qualifications    

• Postgraduate qualification (relevant to Service Area / Business Management, etc.)

Minimum Experience    

• 10+ years’ experience within relevant function, specialising in consulting and / or strategy, business development and go-to-market client strategies 
• 5 years at manager level or manager/senior manager level in tier 1 professional services firm