Deloitte is seeking a top-performing client relationship Sales Executive to drive new client acquisition for our Audit & Assurance practice across all industries. This role requires a proven sales professional with strong relationships in the venture capital and start-up ecosystem, an understanding of capital market transaction, the ability to deliver a distinct client experience through service offerings tailored to address the unique needs of companies at various stages of development, and a willingness to travel regionally as we look to accelerate growth through our business development model.
The Role
The Sales Executive role supports Deloitte’s businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Audit and Assurance professionals, our sales executives focus their highly skilled efforts in establishing relationships with qualified targets, key ecosystem partners and other 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.
Work you’ll do:
- Create awareness and develop/pursue leads by building relationships with investors, key executives, board members, and complimentary service providers focused on high-growth companies.
- Develop, manage, and coordinate strategic and tactical growth plans to define the sales approach and uncover and close new external audit, accounting advisory, and assurance opportunities.
- Promote services to prospective clients, partnering closely with engagement teams to identify, qualify, propose, and win opportunities.
- Build personal and Deloitte eminence by leading and participating in relevant marketplace events that position Deloitte as a leader in the start-up ecosystem, which may require moderating panels, delivering opening/closing remarks, and presenting to large audiences.
- Collaborate as a team player by fostering relationships, building consensus, and serving as a resource and mentor for sales best practices in person and virtually.
- Apply relevant industry knowledge and demonstrated selling attributes/techniques.
- Thoughtfully navigate Deloitte’s matrix organization by building authentic relationships across the firm and adding value through sales activities and helping others achieve their goals.
- Become an expert on the local VC (venture capital) market specific to the respective region within the context of the broader U.S. VC landscape.
The team
Our team culture is collaborative and encourages team members to take initiative and seek on-the-job learning opportunities. Audit & Assurance services are focused on engagements related to independent External Audit services, Accounting, Controls & Reporting Advisory, and Specialized Assurance & Sustainability. We bring together the diverse skills and industry experience of our people, leading-edge technology, and a global network to deliver high-quality audits of financial statements and internal controls over financial reporting, along with assurance reports and valuable advice and insights across the corporate reporting landscape. Learn more about Deloitte Audit.
Qualifications
Required
- Bachelor’s degree in marketing, business or related field.
- 10+ years of business development experience with start-ups and an understanding of the venture capital industry and how to navigate it.
- Significant business relationships with senior client executives and venture capitalists and complimentary services providers focused on high-growth companies in the region.
- Solid executive presence with high integrity and honors commitments.
- Ability to work as a team player and share knowledge with broader team members.
- Highly effective communication and presentation skills, including the ability to execute strategic and tactical plans to close business.
- Ability influence decision-makers at the highest levels in client organizations.
- Solid sales call skills with proper preparation disciplines. This includes the ability to determine and communicate a clear meeting purpose, question to identify needs, frame solutions in the context of value to the client, gain agreement to potential solution fit, and gain closure on next steps.
- Demonstrated ability to take initiative and interact with all levels within the organization.
- Advanced levels of business acumen including the business environment, market forces, the client's products, markets, markets, customers, and competitors.
- Experienced in maintaining accurate and timely pipeline and forecast data in our CRM tool.
- You should reside within a commutable distance of your assigned office with the ability to commute daily, if required
- You should expect to co-locate with team members or other colleagues in a Deloitte office, at a client site and/or virtually, based on specific team and business expectations
- Ability to travel up to 50%, on average, based on the type of work you perform and the clients served
- Limited immigration sponsorship may be available.
Preferred:
- Advanced degree(s).
- Strong people skills including rapport building, listening, social versatility, courtesy, and concern.
- Ability to identify the most influential people in each sales opportunity and understand the subjective or informal factors that could affect the client's buying process.
- Develop winning sales strategies, taking into consideration key client factors, such as compelling event(s), critical success factors, stated and non-stated requirements, and the decision-making landscape.
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 $144,300 to $296,100.