Deloitte Sales Executive - GPS Strategy and Analytics in McLean, Virginia
Sales Executive - GPS Strategy and Analytics
Deloitte is seeking a top-performing Sales Executive (SE) within its Strategy and Analytics practice to pursue AI, analytics, data, and intelligent automation opportunities within the Federal Health and/or Civilian sectors. Our Strategy & Analytics portfolio helps clients leverage rigorous analytical capabilities and brings 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 Government marketplace.
Work You'll Do:
The Sales Executive (SE) sells data analytics, robotics, and AI technology to all sectors of our government practice and markets. These solutions include Mission Analytics, CortexAI™ for Government, and other Deloitte assets.
The SE's responsibilities include:
Leverage existing and 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
Identify and influence key decision-makers at all levels within the client organization.
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
Represent Deloitte by spending time in the field and presenting at conferences/policy forums
Maintain accurate and timely customer, pipeline, and forecast data working with Sales Operations team
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.
The ideal candidate will be a senior salesperson with a significant level of business development experience and successful track record in selling consulting services, in the data analytics, robotics, and cognitive technologies. These transactions are characterized by long sales cycles and significant dollar transactions.
The typical candidate will bring approximately 10-15 years of selling experience accompanied by 5-10 years of sales management experience.
Prior success as a Sales Executive, selling consulting services around data management, governance and the integration of structured and unstructured data to generate insights leveraging cloud-based platforms. Selling automation, cognitive and science-based techniques to manage data, predict scenarios and prescribe actions. And selling operational efficiency by maintaining their data ecosystems, sourcing analytics expertise, and providing As-a-Service offerings for continuous insights and improvements
Proven successful track record of selling throughout all aspects of the sales cycle from lead identification, thru qualification, and deal closure.
Proven consistent track record of delivering over $15-20 million of new sales revenue per annum with demonstrated year-on-year growth in revenue
Over 5 years of experience with building and maintaining relationships within government clients.
Self-motivated and goal-oriented, desire to deliver results
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
Existing knowledge of the analytics, robotics, and artificial intelligence market is a must
Ability to travel 50%, on average, based on the work you do and the clients and industries/sectors you serve
Consulting delivery experience preferred