Full Job Description
Sales Executive – Artificial Intelligence Managed Services: RCP, LSHC, FSI, TMT
Are you an ambitious sales professional with an entrepreneurial spirit, relevant professional services experience, and demonstrated sales expertise and success? If so, Deloitte Services LLP is looking for a top-performing Sales Executives to focus on Artificial Intelligence Managed Services within specific commercial industry segments.
Experience selling professional services within the commercial industry marketplace, as well as experience at selling managed services is ideal. However, alternative attributes to be considered for this role include, but are not limited to:
Familiarity with AI / Machine Learning capabilities and applications – automated machine learning, chat/conversational AI, workflow, natural language capabilities
Familiarity with Intelligent Automation and RPA
Well versed in the specific industry, understanding of industry trends and ability to speak the language
Appreciation of cloud and cyber and their interplay with AI
A deep understanding of business issues and how AI is/can be leveraged in solutioning these problems
Foundational knowledge of core and functional processes for their industries eg fraud, supply chain
Understanding of managed services operations
Experience leading the pursuit process, RFP responses, etc.
Understanding of the services provider and technology provider alliance relationship
Understanding of the consulting business model – how selling solutions at a large professional services firm is different from selling software and/or consulting at a software company
Understanding of workflow across IT, HR, FIN, CX and its value proposition to large or complex companies
Deloitte’s Artificial Intelligence Managed Services (AI Foundry) practice is expanding exponentially with the growth of AI solutions and large-scale data ecosystems. 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, our 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 AI Foundry Sales Executive is responsible for selling AI-based Deloitte managed services to new and existing clients. As a Sales Executive you will:
Lead business development efforts in and around core accounts for the offering
Work with market offering and industry / sector leadership to identify potential clients for targeting
Collaborate with other offerings and practice to embed managed services offering in their solutions and opportunities
Lead go-to-market campaigns around AI Managed Services
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 go to market activities
Develop overview materials to support initial meetings/conversations
Lead preparations for formal 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
Lead pursuit process, RFP responses, etc.
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
Collaborate Alliance, Marketing and practice leads on messaging, events and eminence - both internal and external
Identify ways the practice can expand/enhance visibility at key events and in the market
Participate in key industry events to build relationships and develop business opportunities
Identify key relationships across the industry which would benefit the AI I&E 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.
Market offering Support
Support AI Managed Services market offering leadership in developing account and practice plans during the annual planning process
Participate in market offering 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
Willingness to travel up to 80%
Proven consistent track record of delivering multimillion dollar revenue per annum
Knowledge and understanding of large scale implementations, especially managed 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
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
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).
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.
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