Deloitte Vice President, Sales Executive - Government & Public Services - AI & Data Analytics in Bethesda, Maryland
Vice President, Sales Executive - Government & Public Services - AI & Data Analytics
Deloitte is seeking a highly motivated and experienced Data Analytics & AI Sales Executive to join our dynamic team. In this role, you will be responsible for driving the sales of AI and Generative AI solutions to Federal and State/Local Government agencies. Your deep understanding of the government landscape and emerging AI technologies, along with your existing relationships with government leaders, will be instrumental in achieving our mission.
The ideal candidate will be a senior level salesperson with a significant business development experience and a successful track-record in selling consulting services in the public sector space.
Deloitte is at the forefront of AI innovation, providing cutting-edge solutions to Federal and State/Local Governments. We empower these organizations to leverage the power of AI for data-driven decision-making, automation, and enhanced citizen services. Our mission is to revolutionize the public sector through the application of state-of-the-art AI and Generative AI technologies.
Our Strategy & Analytics portfolio helps clients with their digital transformation strategic approaches, and helps them leverage rigorous analytical capabilities to bring a pragmatic mindset to solve the most complex of problems. By joining our sales team, you will play a key role in leveraging your existing relationships, and helping to identify, incubate and close strategic opportunities in the public sector marketplace.
Work You'll Do:
The Sales Executive's (SE) responsibilities include:
Leverage existing, as well as build new client relationships, develop leads, cultivate a targeted list of prospects and lead sales efforts within a targeted set of clients working closely with Account and Practice leaders across the Federal and Defense account space.
Identify and influence key decision-makers at all levels within the client organizations.
Develop internal relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy. Including the development of strategic and tactical plans to meet or exceed sales objectives.
Understand the competitive landscape and client needs in order to effectively position our strategy and analytics practice and solutions.
Stay current with trends and competitors to identify teaming relationships, improvements or recommend new products
Assist account teams and practice leaders with qualifying, pursuing and closing opportunities
Play a leadership role in driving pursuits, contribute to the development of proposals and coach the team through orals preparation
Manage AI & Data Analytics sales enablement activities that include go-to-market strategy, proposal repository content ingest & management, strategic alliances, and key reference information to help scale business for the firm.
Lead the continued development of the Government & Public Services business development content repository as it scales in functionality and usage across the firm.
Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team
Develop and execute a strategic sales plan to target Federal and State/Local Government clients.
Identify and qualify opportunities for our AI & Generative AI solutions.
Build and maintain strong relationships with key government decision-makers.
Collaborate with cross-functional teams to ensure successful project delivery.
Stay up-to-date with the latest developments in AI technology and its applications in the public sector.
In addition to the above demand generation activities, the SE is responsible for demand management, i.e., working with the practice leaders to determine the detailed pursuit strategy for each strategic opportunity. This will require fostering of relationships across various Deloitte practice areas, developing consensus, and teaming with other elements of the Firm to appropriately target, purse and close engagements.
10+ years' experience as a named account executive, Sales Executive and/or business development manager serving the Government market.
Deep understanding of AI technologies and their application to mission-specific use cases in Government
Proven, consistent track record of delivering over $15-20 million of new sales revenue per annum with demonstrated year-on-year growth in revenue
Prior success as a Sales Executive, selling Consulting services in the Federal or State/Local Government space
Proven successful track record of selling throughout all aspects of the sales cycle from lead identification, through qualification and deal closure.
Experience building and maintaining relationships within government clients (e.g. Chief Data Officers (CDO), Chief Technology Officers (CTO), Chief Information Officers (CIO), etc.
Ability to develop and secure new relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
Expertise in relationship-building that increases account penetration and leads to increased revenue opportunities with existing clients
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
Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve.
Extensive experience selling to Government agencies with a strong network in this space.
Ability to develop and secure new relationships with buyers, decision makers, influencers, and other referral sources.
Expertise in relationship building that increases account penetration and leads to increased revenue opportunities within existing clients.
Other skills include
Results-oriented with a strong sense of accountability.
Excellent communication and presentation skills.
Ability to work independently and as part of a team.
Self-motivated and goal-oriented, desire to deliver results
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 $137,000 to $282,000.
You may also be eligible to participate in a sales incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.
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.