Deloitte Services LP is seeking high performing candidates to pursue and develop strategic relationships within the US Department of Treasury and IRS, a key account within Deloitte's Federal Civilian Agencies Sector. In this role, candidates will be responsible for client relationships that drive business growth for Deloitte's wide range of consulting and technology services.
Role summary
Deloitte Services LLP is seeking a high-performing candidate, based in or near Washington, DC to pursue and develop strategic relationships within DHS including one or more Agencies, such as: HQ, USCG, FEMA, ICE, CBP, USCIS, USSS, CISA, and TSA. Candidates should have strong relationship management skills to open doors and build new client and partner relationships that are deep and durable. Candidates should have a proven track record in selling professional services, an entrepreneurial spirit, and relevant industry experience within DHS. 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.
The CRE is responsible for building, expanding and maintaining relationships between Deloitte and the client(s), as well as involvement in marketplace teaming partnerships and technology alliances all toward helping to sell Deloitte's services and capabilities. The CRE is also a strong contributor to overall account strategy, select key capture efforts as well as call planning and penetration of target areas within the client's organization.
As the Department of the Treasury/Internal Revenue Service 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
Co-location / presence expectation
This role requires a strong, visible Washington, DC presence and be available for market events anywhere in the US, with flexibility based on pursuit and client needs.
The successful candidate would possess these skills
Ability to work independently and collaborate as part of a team
Effective written and verbal communication skills
Meticulous attention to detail and quality of work product
Ability to build and sustain professional relationships
Ability to lead projects or workstreams
Ability to manage and prioritize multiple tasks in a fast-paced and dynamic environment
Strong interpersonal skills and professional demeanor
Ability to meet deadlines
Ability to mentor and provide clear guidance to others
The Team
Transparency, innovation, collaboration, inclusion, sustainability: these are the hallmark principles 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.
As a CRE, you will be part of a broader Enabling Area cohort that collaborates 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 as the premier integrated solutions provider in the Government marketplace.
Required Qualifications:
Must be based in the Washington, DC metro area (DMV) or able to relocate to the DMV
At least 10 years' experience as a relationship and/or business development manager serving federal clients
Demonstrated experience selling into the US Department of the Treasury and/or the Internal Revenue Service (IRS)
At least 10 years' experience with strong professional services sales management knowledge
At least 5 years' experience with a proven track record doing capture and sales
Bachelor's Degree
Working knowledge of competitive and teaming landscape; proven ability to assemble teams and facilitating teaming relationships
Strong relationship management skills to open doors and build new client relationships that are deep and durable
Proven track record in selling professional services to GPS clients, an entrepreneurial spirit, and relevant industry experience
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, Offering Portfolio/Industry leaders, practitioners and other business development professionals)
Ability to influence and lead cross-functional teams in client pursuits
Strong familiarity in federal government contracting processes, contract vehicles and procurement cycles
Excellent spoken, written communication, interpersonal, and relationship building skills
Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
Ability to travel 20 - 30%, on average, based on the work you do and the clients and industries/sectors you serve
Strongly Preferred Qualifications:
Technology-leaning background (e.g., experience selling digital modernization, cloud, data/analytics, cybersecurity, or enterprise platforms).
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is 186,500 to $ 311,000.
Professionals in the GPS CRE Channel may apply and be considered for the role regardless of US office location.
You may also be eligible to participate in a CRE incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.
Deloitte is committed to providing reasonable accommodations for people with disabilities. If you require a reasonable accommodation to participate in the recruiting process, please direct your inquiries to the Global Call Center (GCC) at USTalentCICInbox@deloitte.com .
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.
