Operate - Artificial Intelligence & Engineering (AI&E) - Vice President, Sales Executive
Are you a Sales Executive (SE) with an entrepreneurial mindset, proven experience in managed services, and a track record of driving complex, outcome-focused sales? If so, Deloitte Consutling LP is seeking a high-performing client relationship and solutions Sales Executive to lead the pursuit and growth of clients within our Operate practice, which focuses on selling and delivering Application, Infrastructure, Data, Cloud, Cyber, Engineering, and BPaaS managed services and foundry services.
The Team
The Operate Sales Executive cohort supports Deloitte's Operate GTM strategy to uncover, nurture, and close large-scale managed services sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these 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.
Key Responsibilities:
- Drive growth of the Deloitte Operate pipeline by identifying, developing, and closing opportunities for AI & Engineering.
- Qualify, shape, and lead pursuits for Operate deals, collaborating with practitioners and delivery teams to design tailored solutions that address client needs in areas such as custom application development and support, infrastructure and cloud managed services, data & analytics operations, establishing Cyber foundries, and BPaaS managed services.
- Provide hands-on-solutioning and pricing expertise in large, complex multi-tower deals.
- Grow and expand key Operate GTM focus areas and capabilities such as BPaaS (Business Process as a Service) and BOTT (Build, Operate, Transform, Transfer), and increase our involvement with GCCs (Global Capability Centers).
- Build and nurture executive-level client relationships, serving as a trusted advisor on managed services and outcome-based solutions that drive operational transformation and efficiency.
- Develop and execute go-to-market strategies and tactical sales plans to generate demand and accelerate deal cycles for Operate services, with a focus on digital transformation, automation, and innovation.
- Target and engage C-suite executives and senior decision-makers to position Deloitte's Operate value proposition and secure buy-in for large-scale managed services engagements.
- Support and follow up on direct marketing campaigns, TPA & industry events, and eminence-building activities to generate and nurture leads for Operate offerings, including leveraging relationships with TPAs.
- Influence and guide client stakeholders at all organizational levels, leveraging Deloitte's ecosystem relationships, talent models, and service delivery platforms to differentiate offerings and drive value.
- Stay current on industry trends, regulatory changes, and emerging technologies relevant to managed services, and proactively identify new opportunities for Deloitte Operate solutions.
Required Qualifications:
- Minimum of 10 years' experience managing complex client relationships and large-scale IT outsourcing deals, preferably in managed services or recurring service delivery environments.
- Proven track record in selling managed/outsourced solutions, with experience navigating long sales cycles and large deals.
- Strong solutioning experience, including shaping complex, outcome-focused managed services solutions.
- Proven track record in meeting/exceeding a quota in a Sales Executive role.
- Ability to handle end-to-end pursuit process, including solutioning, pricing, interacting with TPAs, competitive analysis, win theme creation, etc.
- Established business relationships with senior client/prospect executives across targeted industries, including the ability to bring existing client relationships.
- Focused on accounts/areas that need targeted coverage (ex: FSI = mid-tier/regional banks).
- TPA relationships with (ISG/Avasant/Everest/Gartner).
- Ability to work as a team player.
- Strong presentation skills.
- Solid understanding of the managed services marketplace, including trends, competitive landscape, and client challenges
- An ability to gain access and influence decision-makers at all levels in client organizations.
- Experience developing and executing strategic and tactical plans to close large, recurring revenue contracts.
- Experience selling intangibles.
- Ability to travel up to 60%, on average, based on the work you do and the clients/industries/sectors you serve.
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
- *Specific locations preferred by Industry:
- Technology, Media & Telecommunications (TMT): San Francisco/Bay Area
- Financial Services Industry (FSI): New York/New Jersey/Connecticut
- Insurance Industry: Location flexible
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 $175,300 - $322,900.
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.
Information for applicants with a need for accommodation: https://www2\.deloitte.com/us/en/pages/careers/articles/join\-deloitte\-assistance\-for\-disabled\-applicants.html
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