Full Job Description
Are you driven by a passion for spearheading industry-leading business development initiatives? Do you excel in cultivating business relationships with clients across the State of California landscape? If so, a career as a Client Relationship Executive could be the role of a lifetime for you.
Deloitte is seeking high performing candidates with an entrepreneurial spirit, significant experience, strong relationship management skills and a proven track record in selling professional services to Government & Public Services (GPS) clients.
As a State of California Client Relationship Executive, you will:
Drive targeting efforts across the breadth of a client's business units and functions
Develop strategic and tactical plans to generate revenue
Build relationships with key executives to generate and develop ideas, pursue opportunities and close sales
Identify and influence key decision-makers at all levels within the client organization
Assist the account team with qualifying, pursuing and closing opportunities
Play a leadership role in pursuits and an oversight role in the development of proposals
Coordinate the efforts of Deloitte's cross-disciplinary teams
Work 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
Identify and build “whitespace” client relationships, leveraging personal, professional and Firm networks
Provide account and pursuit teams with deep knowledge of the client’s engagement history, culture, organizational structure, competitive landscape and differentiators from the client’s perspective
Utilize broad understanding of Deloitte’s service offerings and POVs to identify and co-develop holistic, tailored solutions to address client needs
Transparency, innovation, collaboration, sustainability: these are the hallmark issues shaping government initiatives today. Deloitte’s GPS practice is passionate about making an impact with lasting change. Carrying out missions in the GPS practice requires fresh thinking and a creative approach.
We collaborate with teams from across our organization in order to bring the full breadth of Deloitte, its commercial and public-sector expertise, to best support our clients. Our aspiration is to be the premier integrated solutions provider in helping to transform the Government marketplace.
The GPS Enabling Areas team provides top notch support to Deloitte’s internal business units by developing new products and services to sustain competitive advantage, while consistently improving our existing collection of systems, processes, and functions.
8+ years’ experience as a relationship and/or business development manager serving government clients
8+ years’ experience with strong professional services sales management knowledge
5+ years’ experience with a proven track record doing capture and sales with working knowledge of the State of California agencies and mission
Working knowledge of competitive and teaming landscape; proven ability to assemble teams, teaming relationships
Expertise in driving call plans and developing value propositions
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients
Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace
Success in playing a leading role within an account team framework (i.e. working effectively with Lead Client Service Partners, Service Line/Industry leaders, practitioners and other business development professionals)
Ability to influence and lead cross-functional teams in client pursuits
Strong background in crafting and delivering proposals
Knowledge/Experience with the State of California agencies
Knowledge/Experience in the State Government Contracting environment
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.)
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 at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. Explore Deloitte University, The Leadership Center.
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