Consulting Services, Engineering, Human Resources, Information Technology, Executive Management, Entrepreneurship, Energy / Utilities
Job Description
Client Relationship Executive, GPS
Are you driven by a passion for spearheading industry-leading business development initiatives? Do you excel in cultivating business relationships with clients across state and local government? Deloitte is seeking high-performing candidates with an entrepreneurial spirit, strong relationship management skills, and a proven track record in selling professional services to Government & Public Services (GPS) clients.
Role summary
As the New Jersey-Maryland Client Relationship Executive (CRE), you will drive executive relationships into measurable pipeline growth and revenue. You will partner with the New Jersey and Maryland Lead Client Service Partners (LCSPs) and designated Client Business Leader(s) to set and deliver relationship, pursuit, and growth goals.
In this role, you will:
Develop and execute strategic and tactical growth plans for each market, aligned to a 24-month horizon
Build and maintain senior relationships with key decision-makers and client executives, minority/women/veteran-owned business owners, and 2-3 priority alliance partners in each state (NJ and MD)
Lead and shape priority pursuits by providing client and market insights, informing win strategy and proposal positioning, and coordinating cross-disciplinary Deloitte teams
Partner closely with the LCSP(s), Client Business Unit Leader(s), and Client Account Manager (CAM) to design, monitor, and continuously improve pursuit processes, governance, and cadence
Codify and share client context (history, mission, strategy, stakeholder dynamics) and provide a clear view of the competitive landscape and Deloitte differentiators for targeted pursuits
Convert relationships into opportunities by shaping demand early-navigating procurement and acquisition dynamics, mapping buying influences, and identifying funding signals-while mobilizing the right account and offering leaders early in the relationship or pursuit lifecycle
Co-location / presence expectation
Co-location expectations will be established with the respective LCSPs. All in-person account leadership meetings require in-person attendance.
The team
Deloitte's GPS practice is passionate about making an impact with lasting change. We collaborate across our organization to bring the full breadth of Deloitte to support government clients and aspire to be the premier integrated solutions provider in helping transform the government marketplace.
Required qualifications
10+ years' experience as a relationship and/or business development manager serving state and local clients.
10+ years' experience with professional services sales management knowledge
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/teaming relationships
Expertise in leading call plans and developing value propositions
Demonstrated ability to leverage a pre-existing network of clients/contacts in the marketplace
Success operating within an account team framework (e.g., with LCSPs, service line/industry leaders, practitioners, and other business development professionals)
Ability to influence and lead cross-functional teams in client pursuits
Technologically savvy and familiar with digital innovation in government
Strong background in crafting and delivering proposals
Demonstrable ability to leverage pre-existing network of vendor solution partners
Must be legally authorized to work in the United States without employer sponsorship now or in the future
Preferred qualifications
Proven work experience and relationships with the Maryland and/or New Jersey state government leaders and clients
Demonstrated ability to operate effectively in Maryland and New Jersey procurement environments
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.
Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html
