Vice President, Sales Executive – Government & Public Services – IBM Focus
Are you a Sales Executive that has an entrepreneurial spirit, relevant Government & Public Services (GPS) industry and IBM experience, plus demonstrated selling attributes/expertise? If so, Deloitte Consulting LLP is looking for a top-performing Sales Executive to drive pipeline and sales for our IBM Services within the Public Sector.
The Team
Working hand-in-hand with Partners, Principals and Managing Directors, our sales executives will 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 building Deloitte’s IBM market share across the Public Sector. The role involves:
- Creating awareness, building relationships with key executives, and developing/pursuing leads with a focus on US Federal opportunities
- Supporting direct marketing campaigns - including following up on tele-marketing efforts
- Pipeline Origination
- Assisting consultants to qualify and win opportunities
- Creating strategic and tactical plans to uncover and close a range of revenue projects
- Infiltrating and influencing decision-makers at the highest levels within 'large enterprise' and 'mid-market' accounts
- Leveraging executive level relationships to introduce Deloitte LLP, and create and pursue selling opportunities
- Demand management, i.e., work with the consultants and delivery groups to determine the solution details and approach
- Teamwork, fostering relationships, and developing consensus
The successful candidate would also possess these skills:
- Ability to work independently and collaborate as part of a team
- Effective written and verbal communication skills
- Meticulous attention to detail and quality of work product
- Ability to build and sustain professional relationships
- Ability to lead projects or workstreams
- Ability to manage and prioritize multiple tasks in a fast-paced and dynamic environment
- Strong interpersonal skills and professional demeanor
- Ability to meet deadlines
- Ability to mentor and provide clear guidance to others
Required Qualifications:
- Successful track record of sales, selling software solutions within the GPS space
- A minimum of 10+ years’ experience managing complex client pursuits to include positioning solution prior to release of formal Request for Proposal (RFP) as well as supporting development of the RFP response
- Understanding of the FAR and DFARS acquisition rules and guidelines
- Demonstrated success developing teaming relationships for large, multi-vendor procurements
- Experience selling high-end, project-based, professional consulting services, characterized by long sales cycles and both large and small dollar transactions
- Experience selling managed services and complex solutions that include products and services.
- Significant business relationships with senior client executives
- Ability to work as a team player
- Strong presentation skills
- Extensive knowledge of IBM enterprise software solutions in the marketplace
- An ability to gain access and influence decision-makers at the highest levels in client organizations
- Experience crafting and executing strategic and tactical plans to close large revenue projects
- Experience selling intangibles
- Pipeline Management
- Ability to travel up to 50%, on average, based on the work you do and the clients and 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
Preferred:
- Established relationships with Executives and Sales Representatives at IBM
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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