Deloitte Sales Executive - Anaplan in Atlanta, Georgia
Sales Executive - Finance & Enterprise Planning - Anaplan
Are you a top-performing sales professional with an entrepreneurial spirit, relevant professional services experience, and demonstrated sales expertise and success? Do you have sales experience and domain knowledge of Financial and Operational Planning (long-range planning, annual operating planning, territory & quota planning, workforce planning)?
If so, Deloitte Services LLP is looking for a top-performing Sales Executive that can independently drive net new Connected Planning sales in existing and green field clients with the Anaplan platform - driving solutions for Finance, Sales & Marketing, HR, and Supply-Chain for our clients. Responsibilities also include sales development cross-industry for Digital Finance, Supply Chain as well as Sales Performance Management platform and services.
The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.
Work you'll do:
The Anaplan Sales Executive is responsible for selling Anaplan-based Deloitte solutions and consulting services to new and existing clients. As a Sales Executive you will:
+ + Lead business development efforts outside of core accounts for the Anaplan sub-sector
Work with Anaplan sub-sector leadership to identify potential clients for targeting
Develop understanding of Deloitte Consulting's portfolios and offerings, as well as cross-firm integrated offerings, to be conversant in our capabilities
Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
Develop understanding of target client's buying patterns based on industry knowledge, relationships, prior experience, etc.
Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
Qualify opportunities and engage appropriate PPDs/SMs for follow up conversations as needed
Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
Develop organized and differentiated offerings
Develop overview materials to support initial meetings/conversations
Lead preparations for more serious sales meetings and orals for qualified opportunities
Provide support to core accounts without CREs as needed for critical opportunities
Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy
Identify and align appropriate firm resources to pursue, win, and manage opportunities
Contribute to pursuit processes by leveraging relationships for insights and influence, including determining "win" themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate
Industry Expansion and Relationship Building
Collaborate with Anaplan Alliance, Marketing and practice leads on messaging, events and eminence - both internal and external
Identify ways the Anaplan practice can expand/enhance visibility at key events and in the market
Represent the practice at selected events
Identify key relationships across the industry which would benefit the Anaplan practice and develop plans to cultivate those relationships
Utilize Deloitte eminence - including thoughtware, events, trainings, conferences, and memberships - to build and enhance relationships
Utilize available offerings to develop and participate in activities and events focused on shared values and mission, e.g., Deloitte Greenhouse events, Client Experience labs etc.
Participate in key industry events to build relationships and develop business opportunities
Support Anaplan sub-sector leadership in developing account and practice plans during the annual planning process
Participate in Anaplan sub-sector leadership calls and in person meetings, and assist with planning and preparation as needed
10+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions
Strong sales management knowledge and/or experience
Proven consistent track record of delivering multimillion dollar revenue per annum
Knowledge and understanding of large scale packaged application implementation, especially cloud apps
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
Lead or support practice sales management activities
Experience managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
Experienced with a complex pursuit process, proposal development and oral presentations that win new business
Adept at making presentations
Ability to work in a multi-layered matrix organization serving many leaders
Travel up to 25% (While 25% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice).
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Success in working closely with service line leaders, partners, practitioners and other SEs to develop strategies and tactics that drive targeting programs and win business
How You'll Grow
At 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 is 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.
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.