Client Relationship Executive-National Security & Defense

Deloitte - Baltimore, MD

Deloitte Services LP is seeking high performing candidates to pursue strategic relationships at the largest and most sophisticated Government and Public Services accounts. Candidates should have an entrepreneurial spirit, significant federal or state government experience, strong relationship management skills and a proven track record in selling professional services to federal and/or state agencies.

Work You’ll Do
The Client Relationship Executive (CRE) is responsible for building the relationship between Deloitte and the client, helping to market Deloitte's services and capabilities to the client, and the planning and penetration of all areas within the client's organization. The role involves:
Driving targeting efforts across the breadth of a client's business units and functions
Developing strategic and tactical plans to generate revenue
Building relationships with key executives to generate and develop ideas, pursue opportunities and close sales
Identifying and influencing key decision-makers at all levels within the client organization
Assisting the account team with qualifying, pursuing and closing opportunities
Playing a leadership role in pursuits and an oversight role in the development of proposals
Coordinating the efforts of Deloitte's cross-disciplinary teams
Working closely with Deloitte's Lead Client Service Partner (LCSP) to ensure that the client business and financial plan is developed, monitored and that pursuit processes are consistently executed across the account

15 + years of experience working with senior national security and defense executives on national mission priority issues
Demonstrable ability to leverage pre-existing network of clients or contacts relevant to Ft. Meade marketplace
Success in leading within a team framework, including working effectively with other leaders within a matrixed structure; mentoring junior staff; and committing fostering a culture of diversity and inclusion
Executive presence, strong communication skills and a positive demeanor
Strong professional and social network within Baltimore-area, encompassing relationships with the largest federal agencies headquartered at Ft. Meade,Maryland State officials; Maryland higher education institutions, such as the University of Maryland, John Hopkins, UMBC, Loyola; Baltimore area high-school STEM programs; and local venture capital firms.
Depth and strength of relationships encompassing all levels of the aforementioned organizations, including, but not limited to contract representatives, program managers, program executives, senior military officers, and flag officers
Knowledge of key mission support areas, including cyber, analytics/open source due diligence, emerging technology (e.g., Artificial Intelligence), and mobility; as well as systems development (e.g., UI/UX, mean stack) associated with mission support and business systems
Keen business insights on priority issues, such as workforce of the future, financial improvement, human capital process modernization, digital marketing, augmented and virtual reality, and shared services
Understands and has experience with the extended enterprise (i.e., the client geographies outside of Ft. Meade)
Requisite Security Clearance

Strong professional services sales management knowledge and experience
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients
Understand how to develop an integrated marketing plan that targets government clients and their service needs
Live in the Baltimore/Annapolis metropolitan area

The Team
Supporting our client service teams’ execution of our U.S. firms’ strategies, the CRE is instrumental in helping our engagement teams deliver world-class service and value to our clients. The CRE community is a group of client experts’ whose objective is to build strong client relationships, drive whitespace penetration and nurture cross functional account growth.

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.

Deloitte’s culture
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.

Corporate citizenship
Deloitte is led by a purpose: to make an impact that matters. This purpose defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. Learn more about Deloitte’s impact on the world.

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