Are you an ambitious sales professional with anentrepreneurial spirit, relevant professional services experience, anddemonstrated sales expertise and success? If so, Deloitte Services LLP islooking for a top-performing Sales Executive to focus on ArtificialIntelligence enabled solutions across our commercial segments.
Experienceselling professional services within the commercial marketplace, as well asexperience at selling technology consulting services is ideal. However,alternative attributes to be considered for this role include, but are notlimited to:
Understandingand domain expertise around AI enabled software including machine learning,speech/voice recognition, natural language processing, natural languagegeneration, and sentiment detection
· Experienceworking with the relevant technology ecosystem including but not limited toAWS, GCP, Azure, NICE, Twilio, kore.AI, IPsoft
· Understandingof workflow and automation across IT, HR, FIN, CX and its value proposition tolarge or complex companies
· Experiencewith cloud architecture and how companies use these technology platforms toachieve economic value
· Experiencewith contact/call center process and technologies and how AI drives additionalvalue (i.e. conversational AI for call center automation)
· Experiencewith employee self-service and/or customer experience chatbot/virtual agentuses cases and value metrics
· Understandingof key KPIs in user experience and customer engagement domains
· Understandingof delivery methodology and the software development lifecycle (experiencedelivering services preferred)
· Experience leading the pursuit process at large, complex, Fortune500 companies (i.e. opportunity identification, value proposition andcollateral creation, negotiation and contract execution)
· Understandingof the services provider and technology provider alliance relationship (whatmotivates both sides and what a win/win looks like)
· Understandingof the consulting business model – how selling at a large professional servicesfirm is different from selling software and/or consulting at a software company
Deloitte's ArtificialIntelligence Insights & Engagement (AI I&E) practice is expanding exponentiallywith the growth of AI solutions and large-scale data ecosystems. The SalesCenter of Excellence (COE) supports Deloitte's businesses in uncovering,nurturing, and closing sales opportunities. Working hand-in-hand with Partners,Principals and Managing Directors, our Sales Executives focus their highlyskilled efforts in securing relationships with qualified targets and decisionmakers to uncover opportunities, develop effective sales strategies, managethe pursuit process and act as a key advisor to the pursuit teamthroughout the sales process.
The Sales team supports Deloitte's businesses withsales expertise and leadership in discovering, developing, shaping and closingsales opportunities. Working hand-in-hand with Partners, Principals, ManagingDirectors and Senior Managers, these sales executives focus their highlyskilled efforts in securing relationships with qualified targets and decisionmakers to uncover opportunities, develop effective sales strategies, managethe pursuit process and act as a key advisor to the pursuit teamthroughout the sales process.
The AI I&E Sales Executive is responsiblefor selling AI-based Deloitte solutions and consulting services to new andexisting clients. As a Sales Executive you will:
o Lead business development efforts outside of core accounts for theAI I&E offering
o Work with AII&E market offering and industry / sector leadershipto identify potential clients for targeting
o Develop understanding of Deloitte Consulting's portfolios and offerings,as well as cross-firm integrated offerings, to be conversant in ourcapabilities
o Understand market segmentation of target clients and potential fitwith relevant business processes, technology platforms, market offerings andecosystems
o Develop understanding of target client's buying patterns based onindustry knowledge, relationships, prior experience, etc.
o Identify target contacts and relationships within potentialclients and conduct initial conversation(s) to explore opportunities
o Qualify opportunities and engage appropriate PPDs/SMs for followup conversations as needed
· Sales Support
o Run a disciplined sales pipeline including lead management,qualification, bringing established sales methods to the sales process
o Develop organized and differentiated go to market activities
o Develop overview materials to support initialmeetings/conversations
o Lead preparations for formal sales meetings and orals forqualified opportunities
o Provide support to core accounts without CREs as needed forcritical AII&E opportunities
o Identify opportunities (sole source/up for bid) and bring it tothe business (functional) partners, evaluateopportunity alignment with client strategy
o Identify andalign appropriate firm resources to pursue, win, and manage opportunities
o Lead pursuit process, RFP responses, etc.
o Develop proposals, SOW, etc.
o Contributeto pursuit processes by leveraging relationships for insights and influence,including determining “win” themes, aligning messaging with client needs,supporting proposal/orals materials preparation, and participating in the oralssession as appropriate
o Support pre-sales efforts leveraging depth of product knowledge / productdemonstrations tailored to client environment
· Industry Expansion and Relationship Building
o Collaborate AII&E Alliance, Marketing and practice leads on messaging,events and eminence - both internal and external
o Identify ways the AI I&E practice canexpand/enhance visibility at key events and in the market
o Participate in key industry events to build relationships anddevelop business opportunities
o Identify key relationships across the industry which would benefitthe AII&E practice and develop plans to cultivate thoserelationships
o Utilize Deloitte eminence - including thoughtware, events,trainings, conferences, and memberships – to build and enhance relationships
o Utilize available offerings to develop and participate inactivities and events focused on shared values and mission, e.g., DeloitteGreenhouse events, Client Experience labs etc.
· Market offering Support
o Support AII&E market offering leadership in developingaccount and practice plans during the annual planning process
o Participate in AI I&E market offeringleadership calls and in person meetings, and assist with planning andpreparation as needed
10+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions
Strong sales management knowledge and/or experience
Travel up to 80% (While 80% of travel is arequirement of the role, due to COVID-19, non-essential travel has beensuspended until further notice.)
Proven consistent track record of delivering multimillion dollar revenue per annum
Knowledge and understanding of large scale implementations, especially cloud apps
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
Lead or support practice sales management activities
Experience managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
Experienced with a complex pursuit process, proposal development and oral presentations that win new business
Ability to work in a multi-layered matrix organization serving many leaders
Understands complexity of natural language and conversational experiences
Must be legally authorized to work in the UnitedStates without the need for employer sponsorship, now or at any time in thefuture
- Expertise in 2+ domain preferred (e.g., Customer & Marketing, Finance, M&A, Operations, Pricing, Risk, Supply Chain, Workforce, etc.)
Basic understanding of SDLC (software development lifecycle) and agile delivery methodologies
Experience in Technology, Media, Telecommunications, Consumer (especially transportation) and Financial Services & Insurance a plus
Advanced degree(s) preferred
Success in working closely with service line leaders, partners, practitioners and other SEs to develop strategies and tactics that drive targeting programs and win business
How you'll grow
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there's always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.
At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits. Learn more about what working at Deloitte can mean for you.
Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Learn more about Life at Deloitte.
Deloitte is led by a purpose: to make an impact that matters. This purpose defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. Learn more about Deloitte's impact on the world.
We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you're applying to. Check out recruiting tips from Deloitte professionals.
As used in this posting, “Deloitte” means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
Deloitte will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws. See notices of various ban-the-box laws where available. https://www2.deloitte.com/us/en/pages/careers/articles/ban-the-box-notices.html
Requisition code: E21NATSSMGRJK022-CL6
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