Deloitte Vice President, Sales Executive - Government & Public Services - Strategy & Analytics - Federal in McLean, Virginia
Vice President, Sales Executive - Government & Public Services - Strategy & Analytics - Federal
Deloitte is seeking a top-performing Sales Executive (SE) within its Strategy & Analytics practice to pursue digital transformation, AI, analytics, data, and intelligent automation opportunities within the Federal sector. 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 Federal marketplace (including Federal Civilian and Defense agencies).
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, 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 Federal and Defense business development content repository as it scales in functionality and usage across the firm.
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 level salesperson with a significant level of business development experience and successful track record in selling Consulting services, ideally encompassing 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' Sales experience in the Federal space.
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, as well as 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, through 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
5+ years of experience with building and maintaining relationships within government clients (e.g. Chief Data Officers (CDO), Chief Technology Officers (CTO), Chief Information Officers (CIO), etc.
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 40-50%, on average, based on the work you do and the clients and industries/sectors you serve.
Extensive experience selling to Federal Government and/or Defense agencies with a strong network in this space.
Consulting delivery experience a plus
Active Government Security Clearance a plus
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.