Deloitte Mid-Market Account Executive - Bersin by Deloitte in Austin, Texas
Deloitte is one of the leading professional services organizations in the United States, specializing in audit, tax, consulting and financial advisory services with clients in more than 20 industries. We provide powerful business solutions to some of the world s most well-known and respected companies, including more than 75 percent of the Fortune 100.At Deloitte, you can have a rewarding career on every level. In addition to challenging and meaningful work, you ll have the chance to give back to your community, make a positive impact on the environment, participate in a range of diversity and inclusion initiatives, and find the support, coaching, and training it takes to advance your career. Our commitment to individual choice lets you customize aspects of your career path, your educational opportunities and your benefits. And our culture of innovation means your ideas on how to improve our business and your clients will be heard.Bersin by Deloitte s sales team works with target Fortune 1000 organizations to establish, develop and maintain relationships with key HR, Talent, Leadership Development and Learning executives at the Director level and above. Our Account Executives sell Bersin memberships (annual subscription-based programs), research conference attendance and work closely with our Human Capital consulting teams to identify strategic, research-based consulting opportunities in organizations. We re looking for experienced sales professionals with a hunter mentality, high sense of urgency and a demonstrated pattern of exceeding quota and driving high growth in a territory. Work you ll doThe Mid-Market Account Executive (MM AE) will have an industry based territory in North America and EMEA. The focus is on our target market of companies with 5,000 employees or less with Corporate Head offices in their assigned industry. As Mid-Market Account Executive the focus is twofold, first is taking over an existing book of business where you will renew and expand our business and relationship with current customers. Secondly, you will be expected to drive new business, you ll spend approximately 80% of your time in this area. Within our target market of companies (less than 5k employees), you will establish, develop and maintain relationships with key HR, Talent, Leadership Development and Learning executives (typically Director Level and above). You will be selling Memberships and the IMPACT Conference attendance. You ll also be responsible for identifying and referring Human Capital Consulting solutions and services as requested. Membershipsare annual subscription based programs that give HR, Talent, Leadership Development and Learning professionals' access to our research assets including studies, tools, models, benchmarks, live and recorded events. Members also have access to our and advisory team and SME's along with our annual research conference. Our research membership and advisory program enables members to drive bottom-line impact in their business. Our 6 practice areas are:Talent AcquisitionTalent ManagementLearning & DevelopmentLeadership DevelopmentHuman ResourcesTools & Technology Consulting, As Deloitte Consulting, LLP, we provide consulting services to members of our research and advisory program. Our consulting services are based on our research and we provide very specific support for our clients in key critical areas. These areas include: technology evaluation and selection, benchmarking, HR, Talent and Learning Organization Transformation. We are uniquely placed to meet our client's needs in these areas, amongst others, and develop tailored scopes of work to address critical challenges to ultimately support business development. Working with our Human Capital Consulting Team you will be responsible for identifying consulting opportunities that are sold and implemented by our colleagues in Deloitte. The Mid-Market Account Executive reports directly to the Mid-Market Sales Leader. Major ResponsibilitiesMeet or exceed the annual quota set by the Vice President of SalesMaintain and up-grade existing MembershipsProspect and sell new Memberships companies in our target Middle MarketUncover opportunities for consulting services and other solutions to existing and prospective member clientsDevelop, work and report weekly against an annual business plan to achieve and exceed quotaTravel for company/sales meetings, participate in trade and marketing eventsDevelop and work an aggressive activity plan focused on large account new business development, going wide and high across the HR, Talent, Learning and Leadership Development practicesProvide monthly and weekly forecastsUse Salesforce and Outlook in-line with sales organization process and standardsDemonstrate a thorough knowledge of the HR, Talent management. Leadership Development and Learning and Development Space, in order to gain instant credibility with new prospects and build a trusted-advisor relationshipAct as the principal liaison between the member organization and the company's senior management in order to continue to evolve the solutions to meet the needs of the market/s The TeamA part of Deloitte Consulting LLP, our Bersin by Deloitte team is an innovative, leading provider of HR, talent, and learning research. We paint the big picture for our clients and help them drive exceptional business performance through research-based people strategies. We value collaboration and collective insight as we help leaders and organizations reshape the workplace, the workforce and work itself.Read more about the Bersin by Deloitte team. How you ll growAt Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there s always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. Explore Deloitte University, The Leadership Center. BenefitsAt Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits.Learn more about what working at Deloitte can mean for you. Deloitte s cultureOur positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Learn more about Life at Deloitte. Corporate citizenshipDeloitte is led by a purpose: to make an impact that matters. This purpose defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. Learn more about Deloitte s impact on the world. Recruiter tipsWe want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you re applying to.Check out recruiting tips from Deloitte professionals. QualificationsRequired:Bachelor's degree3 years of inside/outside sales experience selling business to business solutionsExperience selling an intangible service to HR functions, preferably a recurring subscription type of product.Demonstrated pattern of exceeding quota and driving high growth in a territoryWillingness to travel 15%Preferred:Aggressive "hunter" mentality, high sense of urgency and willingness to do what it takes to meet quotaProfessionalism with a high degree of business savvy and the utmost of integrityExperienced at both identifying and executing on innovative business development initiatives in order to extend the membership value proposition throughout the HR enterprisePossess an interest in, and a desire to stay current through research and analysis on the top challenges faced by HR and associated professionalsSuperior written and verbal communication skillsAdept at C-Level sellingDynamic virtual presentation skillExcellent organizational and planning skillsProficiency in standard business applications that drive meeting efficiency (i.e., MS Word, Excel, PowerPoint, Salesforce.com, Adobe, GoToMeeting, etc.)
As used in this document, Deloitte means Deloitte LLP and its subsidiaries. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. 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.
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Category: Management Consulting