Deloitte Sales Executive – Technology Services Optimization – ServiceNow in San Francisco, California
Sales Executive Technology Services Optimization ServiceNow
Are you a top-performing sales professional with an entrepreneurial spirit, relevant professional services experience, and demonstrated sales expertise and success. If so, Deloitte Services LLP is looking for a top-performing Sales Executive to focus regionally on the ServiceNow area across the commercial industry segments.
Experience selling professional services within the commercial industry marketplace, as well as experience at selling ServiceNow (ITSM, ITOM, CSM, HRSD, SAM, GRC, SecOps) consulting services is ideal. However, alternative attributes to be considered for this role include, but are not limited to:
Understanding of workflow across IT, HR, FIN, CX and its value proposition to large or complex companies
Experience with Enterprise Software CA, SAP, Oracle, SFDC, Workday or another large SaaS players
Experience with cloud architecture PaaS, IaaS, AWS, Azure and how companies use these technology platforms to achieve economic value
Experience with Computer Associates, Plainview, and similar products
Understanding the services provider and technology provider alliance relationship
Understanding the consulting business model how selling at a big firm is different from selling software and/or consulting at a software company
Deloitte s ServiceNow practice is expanding exponentially with the growth of ServiceNow as a market leading enterprise platform. 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, our 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.
Work you ll do:
The ServiceNow Sales Executive is responsible for selling ServiceNow-based Deloitte solutions and consulting services to new and existing clients. As a Sales Executive you will:
Lead business development efforts outside of core accounts for the ServiceNow sub-sector
Work with ServiceNow sub-sector leadership to identify potential clients for targeting
Develop understanding of Deloitte Consulting s portfolios and offerings, as well as cross-firm integrated offerings, to be conversant in our capabilities
Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
Develop understanding of target client s buying patterns based on industry knowledge, relationships, prior experience, etc.
Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
Qualify opportunities and engage appropriate PPDs/SMs for follow up conversations as neededSales Support
Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
Develop organized and differentiated offerings
Develop overview materials to support initial meetings/conversations
Lead preparations for more serious sales meetings and orals for qualified opportunities
Provide support to core accounts without CREs as needed for critical opportunities
Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners,evaluate opportunity alignment with client strategy
Identify and align appropriate firm resources to pursue, win, and manage opportunities
Contribute to pursuit processes by leveraging relationships for insights and influence, including determining win themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate
Industry Expansion and Relationship Building
Collaborate with ServiceNow Alliance, Marketing and practice leads on messaging, events and eminence - both internal and external
Identify ways the ServiceNow practice can expand/enhance visibility at key events and in the market
Represent the practice at selected events
Identify key relationships across the industry which would benefit the ServiceNow practice and develop plans to cultivate those relationships
Utilize Deloitte eminence - including thoughtware, events, trainings, conferences, and memberships to build and enhance relationships
Utilize available offerings to develop and participate in activities and events focused on shared values and mission, e.g., Deloitte Greenhouse events, Client Experience labs etc.
Participate in key industry events to build relationships and develop business opportunities
Category: Business Development / Sales / Marketing
As used in this document, Deloitte means Deloitte LLP and its subsidiaries. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. 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.