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.
Deloitte is seeking high performing candidates with an entrepreneurial spirit, with significant experience in supporting clients' missions in Higher Education. The ideal candidate has strong relationship management skills and a proven track record in selling professional services to Higher Education institutions across Illinois, Indiana, and Ohio.
The role involves:
- Building trusted advisor relationships with key client executives through content-driven discussions aligned to the client's priorities and relevant trends
- Developing a broad understanding of Deloitte's capabilities to bring the best Deloitte resources to address client issues
- Demonstrating valuable industry/sector perspective with consideration of the client's mission and translating those insights into opportunities
- Identifying creative ideas for new products and services for the client
- Establishing relationships with small businesses and product vendors within the client's ecosystem to drive additional "sell with" and "sell through" opportunities
- Leading strategic processes and discussions based on the client history, organization challenges, regulatory, and decision processes
- Identifying and influencing key decision-makers at all levels within the client organization
- Navigating 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
As a Higher Ed Client Relationship Executive, you will:
- Drive relationship-based sales efforts across the breadth of an institution's organizations and functions
- Develop strategic and tactical plans to solve our clients most demanding challenges
- Build relationships with key higher education executives to generate and develop ideas, pursue opportunities, and close sales
- Identify, build, and strengthen relationships with key decision-makers at all levels within the client organizations
- Assist the account team with qualifying, pursuing, and closing opportunities
- Play a leadership role in pursuits and an oversight role in the development of proposal submissions
- Coordinate the efforts of Deloitte's leaders and cross-disciplinary teams to address our client's needs
- Work closely with Deloitte's Illinois and Ohio account teams to ensure that the higher education business and financial plan is developed, monitored and that pursuit processes are consistently executed across the account
- Identify and build "greenfield" client relationships, leveraging personal, professional, and Firm networks
- Provide account and pursuit teams with deep knowledge of the clients' 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.
Qualifications- Bachelor's Degree
- At least 8 years' experience as a relationship and/or business development manager serving Higher Education clients
- At least 8 years' experience with strong professional services sales management knowledge
- At least 5 years' experience with a proven track record of captures and sales working with Higher Ed institutions
- 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
- 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 up to 20-60%, on average, based on the work you do and the clients and sectors you serve.
Preferred- Knowledge/Experience of the IL/OH/IN contracting environment
- Experience working with top-tier Higher Education institutions
Professionals in the GPS CRE Channel may apply and be considered for the role regardless of US office location.
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.
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.
EA_ExpHire, EA_GPS_ExpHire, #LI-JK2
Professionals in the GPS CRE Channel may apply and be considered for the role regardless of US office location.
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.
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.
Requisition code: 327483
Job ID 327483
