Deloitte Services LP is seeking a top-performing client relationship and solution sales executive to pursue clients to support Deloitte Consulting LLP's Finance & Enterprise Performance practice revenue goals. Candidates should have an entrepreneurial spirit, relevant solution/industry and cloud applications experience and demonstrated selling attributes / techniques. The Sales Executive (SE) is primarily responsible for growing Deloitte services revenue aligned to Oracle Enterprise Performance Management (EPM) software solutions; but may be called upon to take on additional responsibility to grow services revenue aligned to an emerging solution.
The Sales Center of Excellence (COE) supports Deloitte's businesses 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 Oracle EPM Sales Executive is responsible for selling Oracle EPM-based Deloitte solutions and consulting services to new and existing clients. As a Sales Executive you will:
Lead business development efforts outside of core accounts for the Oracle EPM sub-sector
Work with Oracle EPM sub-sector 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 conversations as needed
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 Oracle EPM Alliance, Marketing and practice leads on messaging, events and eminence - both internal and external
Identify ways the Oracle EPM 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 Oracle EPM 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 Oracle EPM sub-sector leadership in developing account and practice plans during the annual planning process
Participate in Oracle EPM 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
Proven consistent track record of delivering multimillion dollar revenue per annum
Knowledge and understanding of large scale packaged application implementation, 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
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.
Internal Number: 13575770
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