Sales Executive - Tech Select Role - Aerospace & Defense Industry

Are you a Growth Executive that has an entrepreneurial spirit, with a successful track record of selling application management and technology transformation services? If so, Deloitte Services LP is looking for a top-performing client relationship and solutions Vice President to pursue clients within its Tech Select practice with a focus on the Aerospace & Defense Industry.

The 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, these Vice Presidents 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.

What you'll do:

The Sales Executive is responsible for selling Technology, Staff Augmentation, Application Management, Technology Transformation services, etc. to clients in the Aerospace & Defense Industry. They will be responsible for helping through the lifecycle of services, with a special focus on the pillars of:

• Maintenance
• Testing
• Building, nurturing, and growing relationships with key technology buyer, such as managers, and VPs
• Production support
• Application development

The Sales Executive will also play roles highlighted below.

Securing relationships with key decision-makers:

• Build and maintain long-term relationships with IT Manager, VP/Director level influencers, buyers, including existing clients and otherwise to identify selling opportunities
• Diplomatically address and course-correct partnership concerns with account executive team and stakeholders, as necessary
• Leverage network of executive through manager level relationships to reinforce knowledge of IT services and capabilities through formal and informal "marketing" opportunities to secure a competitive edge, foster trust and drive the evolution of Deloitte's brand identity, helping to solidify our credibility in the technology arena
• Leverage insights to help account leader evaluate opportunities, shape strategy on where to focus efforts and create a demand forecast for consulting services
• Play a leading role on the account by creating brand awareness, building relationships and serving as a liaison to key executives

Surfacing Leads to Drive Growth:

• Proactively pursue business development opportunities by working with prospective and existing clients on an account to build a pipeline and secure new technology contracts ranging from small staff augmentation deals, to large enterprise technology transformation projects
• Influence key decision-makers early, ensuring that they understand the relevance of Deloitte's products and services
• Anticipate the client's professional services needs
• Keep a pulse on industry trends, market dynamics, competitive pressures and disruptive forces of the market ecosystem that drive transformation on the account to:
• Work closely with the client's CXOs, direct reporters and IT managers to understand near and long-term strategic initiatives, technology roadmap and business issues; translating them into feasible Deloitte solutions, making bold plays, as necessary
• Create strategic and tactical plans to identify greenfield opportunities
• Gain insight into opportunities before they are released as RFPs
• Articulate insights to clients, taking the opportunity to solidify Deloitte as a trusted partner and industry insider
• Understand and articulate compelling value propositions around product(s) and services to accelerate client Growth and adoption appetite

Managing Growth Cycles for Aligned Accounts:

• Partner with the client's procurement organization to gain early insight into the technology request pipeline and understand the demand, key drivers, decision-criteria, etc. for IT projects, across the organization, to shape the solution and win themes for responses
• Collaborate with account leadership to interpret customer demand, develop sales plans and execute against account and teaming strategies for continual product sales and business development
• Manage the sales cycle by overseeing the technology sales and proposal process, including pricing and resourcing at an account level
• Leverage Deloitte sales platforms, collaborating with account and practice leaders to help develop a forecast and anticipate staffing requirements

Coordination of Sales Activities and Deal Closure:

• Serve as key advisor to the pursuit team, help develop win themes, collaborate with managing directors and the response team to provide feedback; ensuring the final deliverable is on time and meets client specifications with win themes reiterated throughout
• Ensure internal teams are mobilized to meet staffing and project resourcing requirements, if the contract is won
• Consistently hit incremental sales benchmarks (e.g. drive 20-30M in accretive revenue) based on opportunities and account expectations
• Help determine if Deloitte can compete and the strategic value of winning when RFPs are released
• Attend and participate in presentations, cognizant of potential issues, objections; understanding corporate and executive dynamics
• Prepare PPMDs for any open items or issues by reviewing real or potential objections and responses tied to win themes
• Independently drive the creation of sales collateral to support client meetings and articulate Deloitte's value proposition and market offering

Qualifications include:

• Ability to create profitable annuity streams selling technology services
• Expertise in the Aerospace & Defense Industry with a strong understanding of the Aerospace & Defense market
• Experience building relationships, networking and influencing CXOs and senior business decision-makers
• Outstanding written and oral communication skills; able to adapt communication style to multiple stakeholders and cultures
• Ability to travel up to 60%, on average, based on the work you do and the clients and industries/sectors you serve
• An ability to gain access and influence decision-makers at the highest levels in client organizations
• Excellent knowledge of Aerospace & Defense marketplace
• Successful track record of sales, selling application management and subscription-based service offerings within assigned industry segments and/or a geographic territory
• Experience selling high-end, project-based, professional consulting services, characterized by long sales cycles and both large and small dollar transactions
• Experienced and adept at aligning teams to work toward a common goal; consistently demonstrates strong people management skills
• Possess 10+ years' experience managing complex clients and sales cycles

Preferred:

• Undergraduate degree
• Advanced degree

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 $169,000 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.

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