Client Relationship Executive (CRE) Director -Intelligence Community

Guidehouse - McLean, VA (30+ days ago)


PwC Public Sector, LLP helps federal, state, and local governments solve complex business issues, manage risk and add value in financial management, program management, operations improvement, and security and data management. In today's changing environment, the public sector is seeing an increase in physical and cyber threats, financial and performance reporting requirements, diversity in the workforce, and the impact of rapidly changing technologies.

PwC Public Sector LLP provides management consulting, technology consulting and risk consulting services to help federal and international government agencies anticipate and address these and other complex challenges.

PwC Public Sector LLP is one of four organizations to receive the 2014 Malcolm Baldrige National Quality Award. The Baldrige Award is the nation’s highest Presidential honor for performance excellence, recognizing U.S. organizations for superior quality and world-class results across six categories defined by Baldrige including Leadership, Strategic Planning, Customer Focus, Measurement, Analysis and Knowledge Management, Workforce Focus, and Operations Focus. For more information on our journey to performance excellence, view our winner profile on the NIST website.

It was announced in February of 2018 that Veritas Capital, a leading private equity investment firm had signed a definitive agreement to acquire its US Public Sector business.

Professionals in PwC Public Sector LLP may be subject to a government security investigation and may need to meet related eligibility requirements for access to classified information.

Job Description

PwC Public Sector's Marketing and Sales function is a client-centric, high-performing team that drives the Firm's priorities and long-term revenue growth by passionately positioning PwC Public Sector as a distinctive brand in the marketplace.

Our sales organization is focused on identifying and winning specific new business opportunities to generate profitable revenue growth. The PwC Public Sector brand is leveraged and further strengthened throughout the mix of sales activities, which include: Identifying and facilitating client relationships with priority accounts; Matching specific client needs to Firm services; Facilitating and contributing to proposal opportunities and client presentations; and, Developing and overseeing the use of best practice-based sales methodologies and tools.

The primary focus of the Client Relationship Executive team is to develop long-term sustainable client relationships with corporate and divisional executives leading to deep understanding of clients' organizations and business issues leading to engagement of PwC Public Sector expertise and solutions to improve client outcomes and generate PwC Public Sector revenue. Relationship targets include all key economic buyers such as CEO, CMO, COO, CIO, CTO, CFO, VP of Tax, and General Counsel, VP of Human Resources, other corporate and division leaders and audit committee members, as appropriate.

Basic Qualifications/Preferred Skills and Knowledge

Minimum Year(s) of Experience: 8
Minimum Degree Required: High School Diploma or GED
Degree Preferred: Bachelor's degree in Business, Accounting, Economics, Law or other business related fields

Knowledge Preferred:
Extensive knowledge of professional services selling and the ability to build and sustain long term relations with clients to drive revenue.
Demonstrated success in an individual contributor sales role for a professional services organization.
Demonstrated understanding of the structure, key issues, language, and environment of one or more industry/sector groups with an ability to discuss and explain current and emerging issues within one or more industry sectors, including products and services applicable to those needs and effectively engage with executive level clients and with sector-focused PwC Public Sector resources.

Skills Preferred:
Extensive experience and demonstrated effectiveness and success across sales competencies.
Demonstrated large account team management and team selling.
Demonstrated selling effectiveness evidenced by the ability to:

consistently and systematically initiate sales calls and contacts; pursue prospects to secure meetings; win referrals and explore sales opportunities
solicit information from clients to effectively qualify and scope opportunities; play an active role in discussing and developing solutions with client teams and clients
understand client business issues and match them to service capabilities/revenue opportunities
control the sales process through effective targeting of buyers and influencers
overcome objections and obstacles to win the business
develop and execute a targeted relationship and account development strategy
utilize sales cycle methodology, account and relationship development methodology.
Demonstrated relationship effectiveness, including the ability to:

establish and develop long-term client relationships
effectively represent client needs to ensure appropriate solutions are brought to the client
build trust with clients
successfully navigate a complex internal organization consisting of dozens of distinct capabilities and practices; thrive in an unstructured and evolving team and organizational environment.
Demonstrated personal effectiveness, including a proven ability to:

accomplish and exceed goals within challenging, complex organizations
project executive presence and professionalism sufficient to interact with C-level executives and senior partners - remain tenacious and undeterred by criticism and setbacks
meet significant targets and goals with minimal oversight and direction on a daily, weekly or even monthly basic.

Travel Required
Yes. 0-20%
Equal Opportunity Employer/Protected Veterans/Individuals with Disabilities

The contractor will not discharge or in any other manner discriminate against employees or applicants because they have inquired about, discussed, or disclosed their own pay or the pay of another employee or applicant. However, employees who have access to the compensation information of other employees or applicants as a part of their essential job functions cannot disclose the pay of other employees or applicants to individuals who do not otherwise have access to compensation information, unless the disclosure is (a) in response to a formal complaint or charge, (b) in furtherance of an investigation, proceeding, hearing, or action, including an investigation conducted by the employer, or (c) consistent with the contractor’s legal duty to furnish information.