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Deloitte Sales Executive, Alliance and Services - Risk & Financial Advisory - Accounting & Internal Controls in Los Angeles, California

Risk & Financial Advisory - Alliance and Services - Sales Executive (SE)

Accounting & Internal Controls

Deloitte Services is seeking a top-performing client relationship and solution sales executive to pursue clients within its Risk & Financial Advisory (RFA) Practice. Candidates should have an entrepreneurial spirit, relevant industry experience and demonstrated selling attributes / techniques.

The Team

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.

What you will do:

The Sales Executive (SE) is responsible for selling RFA service offerings and solutions to target clients and markets. The role involves:

  • Develop leads, cultivate a targeted list of prospects and lead sales efforts within the US working closely with Account and Practice leaders

  • Drive net-new opportunities from multiple channels including direct and third-party relationships, including ecosystems and alliances

  • Develop relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy

  • Building go-to-market strategies to differentiate Deloitte positioning with vendors and clients.

  • Identify and influence key decision-makers at all levels within the client organization

  • Assume multiple roles in various pursuits with account teams and practice leaders as it relates to qualifying, pursuing and closing opportunities

  • Play a leadership role and drive pursuits and contribute to the development of proposals and coach the team through orals preparation.

  • Develop strategic and tactical plans to meet or exceed sales objectives

  • Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team

  • Manage internal sales activities to ensure consistent approach to marketplace across geographies and industry groups

  • Manage proposal development and make live oral presentations that win new business

  • Represent Deloitte by spending time in the field, and at conferences/policy forums

Required Qualifications:

  • 10+ years prior success as a business development manager and/or sales professional.

  • 5+ years of experience selling reporting, accounting and/or internal controls solutions and services into complex clients and to C-Suite level buyers

  • Successful track record in selling transaction-based consulting services characterized by long sales cycles and significant dollar transactions

  • Existing and/or evolving in-depth understanding of the reporting automation and internal controls market, and vendors

  • Ability to develop and secure 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 SE's to develop strategies and tactics that drive targeting programs and win business

  • Exceptional communication skills

  • Ability to travel up to 70%, on average, based on the work you do and the clients and industries/sectors you serve

Preferred:

  • Strong relationships with Workiva, Blackline, Kyriba, MSG Global and/or other SaaS reporting and process automation tools sellers and executives

  • Strong relationships with other market leading solutions

  • Bachelors' Degree

  • West Coast location is preferred, but location can be flexible

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 $169,000 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.

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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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