Deloitte Client Relationship Executive - Higher Ed in Washington, District Of Columbia
Are you driven by a passion for spearheading industry-leading business development initiatives? Do you excel in cultivating business relationships with clients? If so, a career as a Client Relationship Executive could be the role of a lifetime for you.
Deloitte is seeking high performing candidates with an entrepreneurial spirit, with significant experience in supporting clients' missions around Higher Education. The ideal candidate has strong relationship management skills and a proven track record in selling professional services to Higher Education institutions across Washington D.C., Commonwealth of Virginia, and/or State of Maryland.
As a Higher Ed Client Relationship Executive, you will:
Drive relationship-based sales efforts across the breadth of an institution's organizations and functions
Develop strategic and tactical plans to solve our clients most demanding challenges
Build relationships with key higher education executives to generate and develop ideas, pursue opportunities and close sales
Identify, build and strengthen relationships with key decision-makers at all levels within the client organizations
Assist the account team with qualifying, pursuing and closing opportunities
Play a leadership role in pursuits and an oversight role in the development of proposal submissions
Coordinate the efforts of Deloitte's cross-disciplinary teams to address our client's needs
Work closely with Deloitte's account teams to ensure that the higher education business and financial plan is developed, monitored and that pursuit processes are consistently executed across the account
Identify and build "greenfield" client relationships, leveraging personal, professional and Firm networks
Provide account and pursuit teams with deep knowledge of the clients' engagement history, culture, organizational structure, competitive landscape and differentiators from the client's perspective
Utilize broad understanding of Deloitte's service offerings and POVs to identify and co-develop holistic, tailored solutions to address client needs
Deloitte's Government and Public Services (GPS) practice - our people, ideas, technology and outcomes-is designed for impact. Serving federal, state, & local government clients as well as public higher education institutions, our team of over 15,000+ professionals brings fresh perspective to help clients anticipate disruption, reimagine the possible, and fulfill their mission promise.
The GPS Enabling Areas team provides top notch support to Deloitte's internal business units by developing new products and services to sustain competitive advantage, while consistently improving our existing collection of systems, processes, and functions.
8+ years' experience as a relationship and/or business development manager serving Higher Education clients
8+ years' experience with strong professional services sales management knowledge
5 years' experience with a proven track record of captures and sales working with Higher Ed institutions
Working knowledge of competitive and teaming landscape; proven ability to assemble teams, teaming relationships
Expertise in driving call plans and developing value propositions
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients
Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace
Success in playing a leading role within an account team framework (i.e. working effectively with Lead Client Service Partners, Service Line/Industry leaders, practitioners and other business development professionals)
Ability to influence and lead cross-functional teams in client pursuits
Strong background in crafting and delivering proposals
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Travel up to 50% (While 50% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice.)
Knowledge/Experience of the contracting environment in Washington D.C., Commonwealth of Virginia, and/or State of Maryland