Specialist Manager, Channel Sales - ServiceNow - C_MAT

Deloitte France; Cincinnati (OH); On-site; USD 122,000 - 241,000; Full time

Job summary

Deloitte Consulting LLP seeks a Channel Sales professional to expand market presence, strengthen ServiceNow relationships, and generate pipeline across Cross Industry. You will activate the ServiceNow ecosystem, work with Sales Executives and Marketing, and drive joint go-to-market initiatives.

The role emphasizes relationship-mapping, demand generation, and disciplined pipeline tracking, with travel up to 50% and a notable emphasis on senior collaboration across teams to close opportunities.

Qualifications

• 5+ years of experience in channel sales, alliance management, business development, partner marketing, or related go-to-market roles.
• Experience working within a complex, matrixed organization and coordinating cross-functional sales and marketing activity.
• Demonstrated success developing partner relationships and generating pipeline through joint go-to-market activity.
• Experience with pipeline management, CRM reporting, and measuring the effectiveness of demand-generation activity.
• Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve.
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.

Responsibilities

• Build and maintain a strategic relationship map across ServiceNow ecosystem to drive growth.
• Identify relationship gaps and engagement opportunities to increase Deloitte's visibility.
• Activate joint go-to-market opportunities with target accounts.
• Frame purpose and outcomes of joint opportunity calls and bring relevant examples to spark opportunity creation.
• Support joint account planning, relationship-mapping sessions, and pipeline reviews.
• Create repeatable engagement approaches to open doors and advance opportunities.
• Plan and execute joint demand-generation initiatives with Marketing.
• Convert marketing activity and partner interactions into qualified opportunities with disciplined follow-up.
• Capture leading practices and success stories to improve opportunity creation across the territory.
• Track KPIs: relationship coverage, joint activities, leads, pipeline, conversions.
• Provide data-driven recommendations on where to focus relationship-building and marketing investment to maximize pipeline.

Skills

Channel sales

Alliance management

Business development

Partner marketing

Go-to-market

Relationship mapping

Stakeholder management

CRM reporting

Executive communication

CRM data analysis

Education

Undergraduate degree

Advanced degree preferred

Tools

CRM software

Job description

Are you a relationship-oriented sales professional with an entrepreneurial mindset, relevant industry and ServiceNow experience, and a demonstrated ability to activate partner ecosystems? Deloitte Consulting LLP is seeking a Channel Sales professional to expand market presence, strengthen ServiceNow relationships, and generate qualified pipeline across Cross Industry.

Recruiting for this role ends on 9/29/2026.

Work you'll do

As a Channel Sales professional, you will activate the ServiceNow ecosystem to create market awareness, uncover new opportunities, and generate qualified pipeline for Deloitte. You will work closely with Sales Executives, account teams, ServiceNow stakeholders, and Marketing to turn relationships and market insight into actionable growth opportunities. You will:

• Build and maintain a strategic relationship map across ServiceNow, including sales leaders, client executives, industry leaders, account teams, solution specialists, and other influential stakeholders.

• Identify relationship gaps, priority connections, and engagement opportunities that increase Deloitte's visibility and access across the ServiceNow ecosystem and internally.

• Partner with Sales Executives and Deloitte account teams to identify target accounts, develop contact strategies, and activate joint go-to-market opportunities.

• Help frame the purpose and desired outcomes of joint opportunity calls, recommend approaches that have worked in other accounts, and bring forward relevant examples from similar clients to spark opportunity creation.

• Facilitate and support joint account planning, relationship-mapping sessions, pipeline reviews, and opportunity-creation calls with ServiceNow and Deloitte stakeholders.

• Create repeatable engagement approaches that help account teams use ServiceNow relationships, industry insights, and solution capabilities to open doors and advance early-stage opportunities.

• Work closely with marketing to plan and execute joint demand-generation initiatives, including events, workshops, webinars, campaigns, and targeted account-based marketing activities.

• Convert marketing activity, partner interactions, and market intelligence into qualified opportunities by ensuring timely follow-up, clear ownership, and disciplined pipeline tracking.

• Capture and share leading practices, client examples, market signals, and successful co-sell approaches to improve opportunity creation across the territory.

• Track and report on key performance indicators, including relationship coverage, joint activities, marketing-sourced leads, pipeline created, pipeline influenced, and conversion to qualified opportunities.

• Provide data-driven recommendations on where to focus relationship-building, marketing investment, and joint sales activity to maximize pipeline generation and growth.

The successful candidate would possess these skills:

• A proven track record in channel sales, alliance management, business development, partner marketing, or inside sales.

• Experience developing relationships with partner sales organizations, technology providers, systems integrators, or other strategic ecosystem partners.

• Strong relationship-mapping and stakeholder-management skills, with the ability to navigate complex organizations and connect the right people at the right time.

• The ability to translate client, partner, and market insights into practical opportunity-creation strategies.

• Experience working with sales and marketing teams to develop and execute demand-generation and pipeline-creation initiatives.

• Strong executive communication, presentation, facilitation, and follow-up skills.

• A collaborative, team-oriented approach and the ability to influence cross-functional stakeholders without direct authority.

• Strong organizational and analytical skills, including the ability to manage activity, pipeline, and performance data in a CRM environment.

• Knowledge of enterprise software solutions, consulting services, and the broader ServiceNow marketplace.

The Team

The Sales Center of Excellence supports Deloitte’s businesses in identifying, nurturing, and closing sales opportunities. Channel Sales professionals work alongside Sales Executives, Partners, Principals, Managing Directors, alliance leaders, marketing, and account teams to activate strategic relationships, generate demand, and create qualified opportunities that support Deloitte’s growth agenda.

Qualifications

Required:

• 5+ years of experience in channel sales, alliance management, business development, partner marketing, or related go-to-market roles.

• Experience working within a complex, matrixed organization and coordinating cross-functional sales and marketing activity.

• Demonstrated success developing partner relationships and generating pipeline through joint go-to-market activity.

• Experience with pipeline management, CRM reporting, and measuring the effectiveness of demand-generation activity.

• Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve.

• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.

Preferred:

• Experience with ServiceNow, including its technology, sales organization, partner ecosystem, and go-to-market model.

• Established relationships with ServiceNow sales representatives, client executives, industry leaders, or channel stakeholders.

• Experience supporting account-based marketing, joint campaigns, industry events, or other co-marketing programs.

• Experience selling or supporting the sale of complex, project-based professional services.

• Undergraduate degree; advanced degree preferred.

The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is $122,000.00 to $240,500.00.

You may also be eligible to participate in a discretionary annual incentive program, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

#DeloitteNDO

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.