Full Job Description
Are you an enthusiastic, self-motivated, and energetic sales professional with demonstrated sales success and a passion for building customer relationships? If so, our Snowflake alliance is looking for a top-performing Sales Executive who has the confidence and ability to (1) negotiate and close agreements with clients and (2) support new customers through our onboarding process. Our Sales Executives must be driven to exceed performance objectives in fast-paced environments, excited about being positioned right in the middle of the exploding cloud-based economy, and eager to develop and maintain a highly desired knowledge of Snowflake solutions.
The Sales Center of Excellence (COE) supports Deloitte’s businesses in sales opportunities from ideation through close. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in developing relationships with qualified target decision makers to create and uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.
About the Snowflake Alliance
Our Snowflake alliance is growing fast, and we’re scaling our team to help enable and accelerate our growth. We’re passionate about our people, our customers, our values and our culture! We’re also looking for people with a growth mindset and the pragmatic insight to solve for today while building for the future.
Snowflake started with a clear vision: make modern data warehousing effective, affordable, and accessible to all data users. Because traditional on-premise and cloud solutions struggle with this, Snowflake developed an innovative product with a new built-for-the-cloud architecture that combines the power of data warehousing, the flexibility of big data platforms, and the elasticity of the cloud at a fraction of the cost of traditional solutions.
What you'll do:
As a Sales Executive you will lead:
Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
Develop organized and differentiated go to market activities
Develop overview materials to support initial meetings/conversations
Lead preparations for formal sales meetings and orals for qualified opportunities
Identify and align appropriate Snowflake 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
Support pre-sales efforts leveraging depth of product knowledge / product demonstrations tailored to client environment
Industry Expansion and Relationship Building
Participate in key industry events to build relationships and develop business opportunities
Identify key relationships across the industry which would benefit the Snowflake and develop plans to cultivate those relationships
Utilize Snowflake eminence - including thought-ware, events, trainings, conferences, and memberships – to build and enhance relationships
Market offering Support
Support Snowflake leadership in developing account and practice plans during the annual planning process
Participate in Snowflake leadership calls and in-person meetings, and assist with planning and preparation as needed
We are looking for exceptional sales professionals who come from strong cloud backgrounds, are familiar with solution-based approaches to selling, and possess experience managing complex sales processes. Specifically, Sales Executives must be experts of / have extensive experience in:
Selling offerings that are built on at least one of the public cloud computing services (Amazon Web Services, Google Cloud Platform, Microsoft Azure)
Deploying dynamically scalable, available, fault-tolerant, and reliable applications on the Cloud and integrating across cloud applications and cloud types (public, private, hybrid)
Migrating complex, multi-tier applications on cloud platforms
Understanding cloud environment performance, including metrics such as usage and costs, application performance, and business-specific analytics, as well as implementing cost-control strategies
Leveraging modern programming methodologies and frameworks such as Agile and Scrum
Selling Infrastructure-as-a-Service or Platform-as-a-Service (IaaS or PaaS)
Functional understanding of cloud architecture and value drivers for adopting the cloud
Managing complex clients characterized by long sales cycles and significant dollar transactions, with an emphasis on database (SQL & NoSQL), ETL, or business intelligence
Independently developing and securing relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
Hitting quota of $1M+ of ARR/year and experience on averaging 8+ face-to-face meetings/week
Managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
Possess a minimum of 10 years’ experience managing complex clients, vendors and sales cycles
Travel up to 70% (While 70% 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.
Experience with analytics and cognitive solutions or sales
Prior experience inside a private partnership and/or a complex matrixed organization model is a plus
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.
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