Deloitte Services LP is seeking high performing candidates to pursue and develop strategic relationships within the US Department of Treasury and IRS, a key account within Deloitte’s Federal Civilian Agencies Sector. In this role, candidates will be responsible for client relationships that drive business growth for Deloitte’s wide range of consulting and technology services.
Role summary
The individual is responsible for building the relationship between Deloitte and the client, helping to market Deloitte's services and capabilities, as well as the planning and penetration of target areas within the client's organization.
The Client Relationship Executive – CRE - (Sales Vice President, Strategic Relationship Management ) is responsible for building, expanding and maintaining relationships between Deloitte and the client(s), as well as involvement in marketplace teaming partnerships and technology alliances all toward helping to sell Deloitte's services and capabilities. The CRE is also a strong contributor to overall account strategy, select key capture efforts as well as call planning and penetration of target areas within the client's organization.
As the Department of the Treasury/Internal Revenue Service Client Relationship Executive, you will:
- Build trusted advisor relationships with key client executives through content-driven discussions aligned to the client's priorities and relevant trends.
- Develop a broad understanding of Deloitte’s capabilities to bring the best Deloitte resources to address client issues.
- Demonstrate valuable industry/sector perspective with consideration of the client’s mission and translating those insights into opportunities.
- Identify creative ideas for new products and services for the client.
- Establish relationships with small businesses and product vendors within the client’s ecosystem to drive additional "sell with" and "sell through" opportunities.
- Lead strategic processes and discussions based on the client history, organization challenges, regulatory, and decision processes.
- Identify and influence key decision-makers at all levels within the client organization.
- Navigate the sales cycle, from opportunity identification, through solutioning and storyboarding, identifying contract vehicles, coordinating teaming/alliance partners, aligning on price to win, to close and warm hand-off to the delivery team.
Co-location / presence expectation
This role requires a strong, visible Washington, DC presence and be available for market events anywhere in the US, with flexibility based on pursuit and client needs.
The successful candidate would 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
The team
Transparency, innovation, collaboration, inclusion, sustainability: these are the hallmark principles shaping government initiatives today. Deloitte’s GPS practice is passionate about making an impact with lasting change. Carrying out missions in the GPS practice requires fresh thinking and a creative approach.
As a CRE, you will be part of a broader Enterprise Solutions cohort that collaborates with teams from across our organization in order to bring the full breadth of Deloitte, its commercial and public-sector expertise, to best support our clients as the premier integrated solutions provider in the Government marketplace.
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Required Qualifications:
- Must be based in the Washington, DC metro area (DMV) or able to relocate to the DMV
- At least 10 years’ experience as a relationship and/or business development manager serving federal clients
- Demonstrated experience selling into the US Department of the Treasury and/or the Internal Revenue Service (IRS)
- At least 10 years’ experience with strong professional services sales management knowledge
- At least 5 years’ experience with a proven track record doing capture and sales
- Bachelor’s Degree
- Working knowledge of competitive and teaming landscape; proven ability to assemble teams and facilitating teaming relationships
- Strong relationship management skills to open doors and build new client relationships that are deep and durable
- Proven track record in selling professional services to GPS clients, an entrepreneurial spirit, and relevant industry experience
- Expertise in driving call plans and developing value propositions
- Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients
- Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace
- Success in playing a leading role within an account team framework (i.e., working effectively with Lead Client Service Partners, Offering Portfolio/Industry leaders, practitioners and other business development professionals)
- Ability to influence and lead cross-functional teams in client pursuits
- Strong familiarity in federal government contracting processes, contract vehicles and procurement cycles
- Excellent spoken, written communication, interpersonal, and relationship building skills
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
Strongly Preferred Qualifications:
- Technology-leaning background (e.g., experience selling digital modernization, cloud, data/analytics, cybersecurity, or enterprise platforms)
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 186,500 to $ 311,000.
Professionals in the GPS CRE Channel may apply and be considered for the role regardless of US office location.
You may also be eligible to participate in a CRE 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.