Senior Technical Business Development / Pre-Sales Leader
Deloitte Risk and Financial Advisory is hiring a Senior Technical Business Development/ Pre-Sales Leader to aggressively drive growth of our Detect & Response practice within Deloitte. This individual will be the trusted advisor for the Deloitte sales teams, will engage directly with partners & clients, and empower teams to fulfill their goals with the asset. They will work with the rest of the asset team to uncover new ways to make improve product features and functionality based on insights from client sales delivery engagements. This leader will also be responsible to build and grow the solution architecture pre-sales team.
Our D&R portfolios of services includes a broad variety of solutions for our clients, including designing and implementing broad third-party governance and risk management frameworks/processes, developing third-party risk and control assessments, and implementing managed services to improve/enhance an organization's D&R program. Given the ever-increasing size and complexity of third-party ecosystems, our clients are increasing leveraging our firm's expertise to implement and operate a wide variety of Detect & Response solutions designed to mitigate risks and drive more value in third party relationships.
The work you perform will help you develop an understanding of:
· The different third-party relationships an organization may have across different industries.
· The drivers which affect behaviors of business partners, suppliers and customers.
· The operational processes and controls required by an organization to effectively manage and monitor its third-party relationships.
Work you'll do
- · Lead the scale out enablement and new business capture of D&R new sales and partners.
- · Develop the technical GTM material, end customer engagements, partner engagements, and Deloitte education/enablement.
- · Build strong relationships with our clients to understand their needs and ensure their success with the asset.
- · Serve as the main point of contact and liaison between clients and the rest of the asset team.
- · Define customer requirements to inform product customizations during delivery.
- · Manage pre-sales personnel and conduct resourcing / project scoping activities.
- · Serve as the trusted partner for the customer to address questions on product functionality.
- · Provide support throughout all aspects of the sales and renewal process.
- · Accompany clients in their use of the asset to ensure they are realizing the full potential.
- · Navigate client organizations to uncover additional product applications & opportunities for partnership (including broader Deloitte consultative services).
- · Deliver and communicate ROI for our clients, throughout the customer lifecycle (e.g., Quarterly Business Reviews, etc.).
- · Gathering and communicating client feedback to product development teams.
· BA/BS in a technical field or equivalent.
· Expert in cyber security technologies, frameworks, and platforms.
· Prior operational experience preferred.
· Ability to lead large scale technical RFP responses for commercial and Federal clients.
· Ideally 20+ years of experience in System Integrator Management Consulting, Customer Success, Account Management, Business Development, or another client-facing role.
· Expertise in a product company pre-sales sales engineering and solution architecture.
· Expertise in solution architecture and ability to apply platform capabilities and integrations to solve clients' challenges.
· Familiar with Federal and Commercial security requirements (CMMC, FedRamp, NIST).
· Familiar with SAAS based security platforms: Splunk, CrowdStrike, AWS.
· Outstanding presentation skills for internal education, client presentations, and demonstrations.
· Relationship management skills: track record of ability to manage clients up and down throughout internal and client organizations.
· Strong understanding of Third-Party Risk Management.
· Ability to create structure in ambiguous situations and design effective processes.
· Experience in working with and navigating complex, multi-divisional, multi-geographical organizations.
· Proven skills as a team member, team lead, project manager or product manager on at least one full software implementation lifecycle including designing, testing, training, and deployment.
· Clear oral and written communication skills to present complex value propositions to client senior executives and facilitate onboarding and conduct trainings; strong executive presence.
· Strong leadership skills with a bias for action.
· Passion for technology and for driving growth.
· Experience working with cross-functional teams (e.g. Go-To-Market, Product, Delivery).
AbAbility to 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.).
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
· Excellent interpersonal and organizational skills.
· Excellent oral and written communication skills.
· Strong analytical and problem-solving skills.
· Self-motivated to improve knowledge and skills.
· A strong desire to understand the what as well as the why and the how of security incidents.
Deloitte Advisory's Cyber Risk team helps complex organizations more confidently pursue their growth, innovation and performance agendas through proactive management of the associated cyber risks. Our professionals provide advisory and implementation services that integrate risk, regulatory, and technology skills to help clients transform their legacy programs into proactive Secure.Vigilant.Resilient.TM cyber risk programs. Join the team developing the future state of cyber risk solutions. Learn more about Deloitte Advisory's Cyber Risk Services practice.
How you'll grow
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there's always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. Explore Deloitte University, The Leadership Center.
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At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits. Learn more about what working at Deloitte can mean for you.Our people and culture
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From entry-level employees to senior leaders, we believe there's always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career. Learn more about our commitment to developing our people.
As used in this posting, "Deloitte Advisory" means Deloitte & Touche LLP, which provides audit and enterprise risk services; Deloitte Financial Advisory Services LLP, which provides forensic, dispute, and other consulting services; and its affiliate, Deloitte Transactions and Business Analytics LLP, which provides a wide range of advisory and analytics services. Deloitte Transactions and Business Analytics LLP is not a certified public accounting firm. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. These entities are separate subsidiaries of Deloitte LLP.
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.
Requisition code: 23317
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