Deloitte Government and Public Service - Technology Resell - Manager in Falls Church, Virginia
Government and Public Service Sales Executive - Technology Resell - Manager
Deloitte Services LP is seeking a top-performing solution sales executive to pursue Deloitte's Government and Public Sector (GPS) technology resell opportunities and drive technology resell revenue goals. Do you enjoy the challenge of selling the combination of enterprise hardware and software from a variety of technology vendors to support the sale of world-class services, solutions, and offerings that deliver value to clients? Do you enjoy working with a team who is able to digest, operate, and produce pricing and order details while delivering outstanding customer sales support? The GPS Technology Resell Sales Executive has the unique opportunity to penetrate new markets with current and new technology to enable reselling at scale. The ideal candidate should have an entrepreneurial spirit, relevant solution/industry experience, and able to demonstrate effective selling attributes / techniques.
Deloitte U.S.'s Resell team focuses on reselling software, hardware, and cloud services to our existing and new client base. The Resell team does this by collaborating with Deloitte Partners, Directors, Senior Managers, and Sales Executives across Consulting to identify client engagements where there is a potential to bundle hardware and software sales with implementation, support services, and maintenance.
Work you'll do: The Technology Resell Sales Executive (SE) is responsible for building, cultivating, growing, and closing pipeline for the GPS technology resell practice. Responsibilities include:
Developing the relationships necessary to generate leads including vendor relationships, internal Deloitte relationships, and relationships with other third parties that can generate opportunities
Identifying and communicating the value of Resale to each customer
Owning and managing part of the resell sales process, including coordinating resell into pricing models, contract support coordination, synchronizing with alliance teams, tracking metrics
Educating pursuit teams on Deloitte's resell initiatives, and coaching teams through the process
Driving sales of technology resell solutions with appropriate team members to meet and exceed plan
Identifying and engaging vendor and Deloitte resources as necessary to facilitate pursuits
Driving market alignment plans and managing the practice resell pipeline
Assist account teams and practice leaders with qualifying, pursuing, and closing opportunities
Building go-to-market strategies to differentiate Deloitte technology resell positioning with vendors and clients, driving internal campaigns
Represent Deloitte GPS Resell by spending time in the field and at conferences
Stay current with the relevant hardware and software portfolio to understand new players, technology innovations, vendor strategies, and shifts in the market.
Understand and leverage Deloitte's offering portfolio and go-to-market strategy to build business and proactively seek ways to further the adoption of Resell within the Firm.
Generating new Resale leads by networking with Deloitte's Alliance Managers, Partners, and Principals, and attending vendor and industry events
Working closely with GPS Purchasing team which handles execution of resale deals end-to-end (from deal registration, pricing, contracting all the way to deal execution)
Managing and reporting sales activity and forecasts to management
The ideal candidate will have business development and executive relationship experience in selling technology or consulting services. The candidate will understand the professional service delivery process and ideally will have experience delivering engagements at some point within their career.
Required Experience and Qualifications
Highly proactive, self-starter, self-learner
Strong interpersonal written and verbal communication skills
Ability to work as a team player and to be coached and mentored by other proven Sales and Resale professionals
Strong networking and negotiation skills
Experience in navigating a matrixed organization (Partnership)
A minimum 3-5 years' experience managing complex clients and/or complex sales cycles
Proficient Microsoft Excel and PowerPoint skills
Strong project management skills: able to work as a team player and independently on multiple assignments while maintaining quality deliverables
Analytical thinker able to analyze and interpret sales related questions and inquiries
Travel up to 50% (While 50% 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
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.
Business development experience in a solution oriented selling environment
Understand resell model
Business relationships with client and/or software vendor executives
Education: Bachelor's degree
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.