Client Relationship Executive, OSD

Deloitte Services LP is seeking a high performing candidate to pursue and develop strategic relationships within the Office of Secretary of Defense account. Candidates should have strong relationship management skills to open doors and build new client relationships that are deep and durable. Candidates should have a proven track record in selling professional services, an entrepreneurial spirit, and relevant industry experience with either Defense, or other Federal clients. In this role, candidates will have responsibility for relationship and business development, as well as sales for the wide range of services offered by Deloitte's US subsidiaries.

The individual is responsible for building the relationship between Deloitte and the client, helping to market Deloitte's services and capabilities, as well as the planning and penetration of target areas within the client's organization.

As the Client Relationship Executive, you will:

• Build trusted advisor relationships with key client executives through content-driven discussions aligned to the client's priorities and relevant trends.
• Develop a broad understanding of Deloitte’s capabilities to bring the best Deloitte resources to address client issues.
• Demonstrate valuable industry/sector perspective with consideration of the client’s mission and translating those insights into opportunities.
• Identify creative ideas for new products and services for the client.
• Establish relationships with small businesses and product vendors within the client’s ecosystem to drive additional "sell with" and "sell through" opportunities.
• Lead strategic processes and discussions based on the client history, organization challenges, regulatory, and decision processes
• Identify and influence key decision-makers at all levels within the client organization.
• Navigate the sales cycle, from opportunity identification, through solutioning and storyboarding, identifying contract vehicles, coordinating teaming/alliance partners, aligning on price to win, to close and warm hand-off to the delivery team.

The Team

Transparency, innovation, collaboration, inclusion, 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.

Required Qualifications:

• At least 10 years’ experience as a relationship and/or business development manager with either Defense of other or federal clients.
• At least 10 years’ experience with strong professional services capture/sales management knowledge and a proven track record of success.
• At least 5 years’ experience building and driving Federal Business development Strategy and Planning
• Working knowledge of competitive and teaming landscape; proven ability to assemble teams, teaming relationships.
• Bachelor’s Degree.
• 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.
• Ability to influence and lead cross-functional teams in client pursuits.
• Strong background in crafting and delivering proposals.
• Excellent spoken, written communication, interpersonal, and relationship building skills.
• Ability to travel 10-20%, on average, based on the work you do and the clients and industries/sectors you serve
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future

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