Sales Executive – Finance & Enterprise Performance – Finance Operate Services
Are you a top-performing sales professional with an entrepreneurial spirit, relevant professional services experience, and demonstrated sales expertise and success? Do you have sales experience and domain knowledge of consulting as a service, outsourcing and offshoring across finance related domains, both from a process and technology lens? This will include selling Application Support for Finance, including tools such as Anaplan, Oracle EPM, OneStream, Tableau, Tririga; and Process Support for Finance, including Business Finance (FP&A), Operational Finance (Accounting, Order to Cash, Procure to Pay, Controllership).
If so, Deloitte Consulting LLP is looking for a top-performing Sales Executive that can independently drive net-new Operate opportunities in existing and green field clients, working with Partners, Principals and Managing Directors across the firm. Responsibilities will include generating leads and opportunities from across sectors, working with our Finance Operate Center of Excellence leadership to progress sales through the cycle, including generating demand, and leading RFIs / RFPs through to contract negotiation.
The Finance Operate Sales Center of Excellence (COE) supports Deloitte's Finance offering in uncovering, nurturing, and closing 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.
Work you'll do:
The Operate Sales Executive is responsible for selling Finance Operate solutions and services to new and existing clients. As a Sales Executive you will:
Lead business development efforts outside of core accounts to drive Finance Operate opportunities
Work with Operate CoE leadership to identify potential clients for targeting
Develop understanding of Deloitte Consulting's portfolios and offerings, as well as cross-firm integrated offerings, to be conversant in our capabilities
Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
Develop understanding of target client's buying patterns based on industry knowledge, relationships, prior experience, etc.
Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
Qualify opportunities and engage appropriate PPDs/SMs for follow up
Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
Develop organized and differentiated offerings
Develop overview materials to support initial meetings/conversations
Lead preparations for more serious sales meetings and orals for qualified opportunities
Provide support to core accounts without CREs as needed for critical opportunities
Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy
Identify and align appropriate firm resources to pursue, win, and manage opportunities
Contribute to 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 orals session as appropriate
Industry Expansion and Relationship Building
Collaborate with Operate Marketing and practice leads on messaging, events and eminence - both internal and external
Identify ways the Finance Operate practice can expand/enhance visibility at key events and in the market
Represent the practice at selected events
Identify key relationships across the industry which would benefit the Operate practice and develop plans to cultivate those relationships
Utilize Deloitte eminence - including thoughtware, events, trainings, conferences, and memberships – to build and enhance relationships
Utilize available offerings to develop and participate in activities and events focused on shared values and mission, e.g., Deloitte Greenhouse events, Client Experience labs etc.
Participate in key industry events to build relationships and develop business opportunities
Support Finance Operate sub-sector leadership in developing account and practice plans during the annual planning process
Participate in Finance Operate sub-sector leadership calls and in person meetings, and assist with planning and preparation as needed
- 10+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions
- Strong sales management knowledge and/or experience
- Proven consistent track record of delivering multimillion dollar revenue per annum
- Excellent understanding of the CFO Organization and their key roles and responsibilities, prior experience selling to the CFO is a plus
- Knowledge and understanding of selling Finance application management and business process support services
- 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
- Adept at making presentations
- Ability to work in a multi-layered matrix organization serving many leaders
- Travel up to 25% (While 25% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice).
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
- Undergraduate degree
- 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 growAt 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.
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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.
Requisition code: E21NATSSMGRJK043-CL6
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