Are you a top-performing client relationship and solution sales executive looking for your next career move? If you have an entrepreneurial spirit, relevant professional services experience and demonstrate selling attributes, strategies, and techniques you may be interested in an opportunity with our Consulting Sales team.
Deloitte's Emerging ERP Solutions practice serves the Fortune 1000 and high-growth companies with a wide range of strategic, implementation, optimization, and application management solutions and services associated with Workday and other cloud-native technologies. Emerging ERP Solutions is a high-growth practice area within Deloitte Consulting's Enterprise Performance portfolio. This Sales Executive role will focus on generating and cultivating opportunities associated with Workday Financials and Adaptive Insights, working closely with our Emerging ERP Solutions and Enterprise Performance senior leadership team.
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 Workday ERP Sales Executive is responsible for selling strategy, roadmap, implementation and operate solutions and consulting services to Fortune 1000 and high-growth companies. As a Sales Executive you will:
Lead business development efforts for this defined market segment
Work with our sub-sector leadership to identify potential clients for targeting
Develop an 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
Demonstrate an 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 PMDs/SMs for follow up conversations as needed
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 Client Relationship Executives (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 Workday alliance, marketing and practice leads on messaging, events and eminence - both internal and external
Identify ways the Emerging ERP Solutions 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 Emerging ERP Solutions practice and develop plans to cultivate those relationships
Utilize Deloitte eminence - including thought-ware, 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
10+ years' experience managing complex clients characterized\nby long sales cycles and significant dollar transactions
Strong sales management knowledge and/or experience
Proven consistent track record of delivering multimillion\ndollar revenue per annum
Knowledge and understanding of finance and/or FP&A\npackaged application implementation
Ability to develop and secure relationships with buyers,\ndecision makers, influencers and other referral sources across a variety of\nindustries
Experience in relationship building that increases account\npenetration and leads to increased revenue opportunities with existing clients
Ability to develop and utilize pre-existing network of\nclients or contacts in the marketplace
Lead or support practice sales management activities
Experience managing internal sales activities to ensure\nconsistent approach to marketplace across geographies and industry groups
Experienced with a complex pursuit process, proposal\ndevelopment and oral presentations that win new business
Adept at making presentations and executive level messaging
Ability to work in a multi-layered matrix organization\nserving many leaders
Advanced degree(s) preferred
Success in working closely with service line leaders, partners,\npractitioners and other Sales Executives to develop strategies and tactics that\ndrive targeting programs and win business
Experience with cloud-based SaaS solutions
As used in this posting, “Deloitte” means Deloitte Services LP, a subsidiary of Deloitte LLP. 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.
Deloitte will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws. See notices of various ban-the-box laws where available. https://www2.deloitte.com/us/en/pages/careers/articles/ban-the-box-notices.html
Requisition code: E20NATSSMGRJK018-CL6
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