Deloitte Sales Executive - Operate Services for Core Technology Operations in McLean, Virginia
Are you a Sales Executive that has an entrepreneurial spirit, relevant Application Management Services (post-production application support and development services) experience, and demonstrated selling attributes/techniques? If so, Deloitte Services LLP is looking for a top-performing Sales Executive that can independently drive net new Application Management sales in existing and green field clients cutting across industries including Retail, Consumer Goods, Manufacturing, Banking, Insurance, Life Sciences, and Healthcare (Plans and Providers). Sales responsibilities encompass the complete sales cycle from opportunity identification, qualification, pursuit and closing support. Solutions to be sold will include hybrid application management services + Deloitte asset offerings.
The Sales Center of Excellence (COE) supports Deloitte's businesses in sales opportunities from ideation through close. Working hand-in-hand with Principals and Managing Directors, these sales executives focus their efforts on developing relationships with qualified target decision makers to create and uncover opportunities, developing effective sales strategies, managing the pursuit process and acting as a key advisor to the pursuit team throughout the sales process.
What You'll Do:
The Sales Executive is responsible the following activities:
Create strategic and tactical plans to generate new opportunities and build relationships with key executives to gain insights and develop leads;
Drive the process of working with teams to qualify opportunities and identify win themes for pursuits;
Integrate with broader Deloitte pursuit teams to bring Operate expertise to pursuits and shape the sales approach;
Leverage client insights to create and drive differentiated value propositions in Deloitte proposals;
Drive sales opportunities and provide sales eminence to oral presentation preparation and delivery;
Influence decision-makers and buyers at the highest levels within accounts;
Internal to Deloitte evangelize and educate Deloitte account teams on "art of the possible" for Operate service offerings;
Build networks within Deloitte to position Operate Services offerings and solutions in order to address client's business requirements and issues, both externally with clients and internally with account teams;
Create, drive, and support direct marketing campaigns;
Independently create sales collateral to support client meetings and articulate Operate value propositions and market offerings
Teamwork, foster relationships, and develop consensus, both with clients and internally with account teams.
Successful track record of sales, selling application management and subscription-based service offerings within assigned industry segments and/or a geographic territory
Possess a minimum of 10 years' experience managing complex clients and sales cycles
Experience selling high-end, project-based, professional consulting services, with extended long sales cycles and complex deal structures, including knowledge of leveraging AI and automation across application management support and development
Demonstrable knowledge of how professional services in general and application management services are delivered, why client's buy and the competitive landscape
Demonstrable network of business relationships and senior client executive contacts
Collaborative sales mindset to sell as part of a pursuit team
Strong writing, communication and presentation skills
An ability to gain access and influence decision-makers at the highest levels in client organizations
Experience crafting and executing strategic and tactical plans to close large revenue projects
Travel up to 70% ( While 70% 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
Experience with custom software development, maintenance and operations in both Agile and waterfall SDLC environments
Prior experience as a member of a professional services firm is a plus
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.