Sales Vice President, Strategic Relationship Management – Client Relationship Executive - Airforce

Are you driven by a passion for originating and shaping new business within the U.S. Air Force? Do you excel at building senior-level relationships and translating mission insight into qualified opportunities? Deloitte is seeking a high-performing Client Relationship Executive (CRE) with a proven track record of developing net new business, cultivating executive relationships, and driving complex sales within the Department of Defense.

Role summary

Deloitte Services LP is seeking a high-performing Senior Manager, based in or near key Air Force hubs, to lead strategic relationship development and pipeline creation across the U.S. Air Force enterprise.

This role is focused on net new growth—originating white-space opportunities, developing new buyer relationships, and shaping early-stage pursuits that expand Deloitte’s footprint across priority USAF missions and organizations. The CRE will serve as a visible business development leader, responsible for building trusted advisor relationships, developing opportunity-centric account plans, and driving the front end of the sales cycle.

Candidates should have a demonstrated ability to sell professional services into Federal defense clients, a deep understanding of Air Force mission and acquisition environments, and experience leading capture and pursuit activities for complex, multi-year engagements.

The individual will be responsible for building relationships between Deloitte and senior Air Force stakeholders, aligning Deloitte’s capabilities to mission priorities, and driving disciplined pipeline development and conversion.

As the CRE, you will:

Drive net new relationships and growth

• Build and execute a 2–3+ year opportunity-centric account plan focused on net new revenue

• Target HQ USAF (HAF/SAF), Major Commands (ACC, AFMC, AMC, AFSOC, PACAF, USAFE), PEOs, and program offices to establish new relationships

• Maintain structured call plans and relationship maps, driving frequent, content-led engagements that generate qualified opportunities

• Serve as a day-to-day BD leader, partnering with LCSP/LCP, subaccount leaders, contracts, and offering teams to drive growth

Develop deep client and mission understanding

• Build expertise in Air Force missions, priorities, and initiatives (e.g., ACE, ABMS, readiness, cyber, digital materiel management)
• Understand client budgeting cycles, governance structures, and decision dynamics
• Translate policy, funding, and mission trends into actionable opportunity hypotheses and engagement strategies
• Lead content-driven discussions with senior stakeholders focused on mission outcomes

Apply market, competitor, and teaming insight

• Maintain situational awareness of the DoD competitive landscape, including primes, integrators, and non-traditional entrants
• Identify and develop “sell with / sell through” teaming relationships aligned to USAF buying behaviors
• Provide competitive intelligence to inform go/no-go decisions, win themes, and price-to-win strategies
• Shape teaming constructs that strengthen Deloitte’s positioning and compliance posture

Leverage contract vehicles and acquisition strategies

• Maintain working knowledge of IDIQs, GWACs, BPAs, OTAs, and consortia relevant to USAF
• Advise on vehicle selection, acquisition timing, and task order strategy to accelerate awards
• Track emerging vehicles and acquisition pilots to enable early positioning and requirement shaping
• Coordinate with contracts and capture teams to integrate acquisition strategy early in pipeline development

Position Deloitte’s services and offerings

• Develop a broad understanding of Deloitte GPS offerings (AI/analytics, cloud, cyber, digital engineering, financial management, human capital, mission operations)
• Align client mission needs with integrated, tailored Deloitte solutions
• Collaborate with offer