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Cloud Sales Executive, Federal Civil Sector

Company: Deloitte
Location: Alexandria
Posted on: June 25, 2022

Job Description:

Are you a sales professional that has an entrepreneurial spirit, relevant marketplace experience, and demonstrated sales expertise and success? If so, Deloitte Services LLP is looking for a top-performing technology Sales Executive to focus on selling Cloud solutions within our US Government and Public Services market focused on US federal civilian clients. Deloitte's GPS Civil Sector serves all cabinet-level executive branch agencies and bureaus as well as major legislative branch organizations and independent civilian agencies.

The GPS Client and Market Growth (CMG) organization supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, manage the pursuit process and act as a key advisor to the pursuit team throughout the sales process.

What You'll Do:

The Sales Executive (SE) is responsible for developing qualified pipeline, and closing deals focused on expanding Deloitte's cloud offerings and solutions in the US federal civil market. Key responsibilities of the role include:

  • Establish and maintain Deloitte as a leader in the US public sector cloud market and drive demand for Deloitte's cloud advise, implement, and operate services
  • Devise and execute sales strategies and tactics across the full lifecycle of cloud services that result in exceeding sales goals in the territory
  • Prospect, target, and build pipeline with prospective clients that fit the assigned market profile for cloud services; develop and maintain a pipeline 3x annual sales quota
  • Serve as cloud sales SME with Deloitte's account teams and clients and promote fluency in cloud technology across the spectrum of solutions
  • Advise and educate account team leaders on pursuit strategies, win themes, solution architecture, commercial models, and cloud technology ecosystem partners
  • Serve as the cloud sales expert and advisor on large pursuits and capture efforts ($100M+)
  • Engage with industry and sector leaders to develop cloud market strategies and solutions that will position Deloitte as top provider in the category
  • Develop and execute joint sales strategies with primary ecosystem partners in priority accounts in coordination with account leaders and alliance team members
  • Identify and refer technology resell opportunities
  • Connect Deloitte's cloud SMEs and market offering technical leads to pursuits and engage them in architecting cloud-based solutions
  • Work with the marketing teams to create and execute cloud sales campaigns to generate leads and stimulate demand in the market
  • Assist in facilitating cloud experience labs to highlight Deloitte's transformational cloud solutions for clients and prospective customers
  • Manage the sales process from initial identification through closure and "own" the sale
    Required Qualifications:
    • 5+ year successful track record selling cloud services in the US public sector market with emphasis on US federal civilian agencies
    • Fluency and technical acumen with hyperscale cloud platforms (AWS, GCP, Azure, etc.)
    • Working knowledge of the US public sector cloud technology landscape and marketplace
    • Possess a minimum of 10 experience in federal contracting, business development, or direct sales
    • Experience selling high end, project-based, professional consulting services, characterized by long sales cycles and both large and small dollar transactions
    • Experience developing and executing strategic and tactical plans to realize sales objectives
    • Ability to travel 25%, 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.
      Key attributes of a successful candidate include:
      • Competent at engaging and developing business with alliance / ecosystems partners in the cloud space
      • Track record of establishing business relationships with senior client executives
      • Ability to work as a team player and solution catalyst
      • Highly motivated self-starter
      • Demonstrated leadership expertise
      • Proven expertise in leading complex a sales process
      • Ability to craft sophisticated solutions with creative value propositions and economic models
      • Strong communication and presentation skills
      • Exceptional executive presence and business acumen
      • Team facilitation skills
      • An ability for gaining access and influencing decision-makers at the highest levels in client organizations
        Preferred:
        • Bachelor's degree in a relevant business or technical domain or commensurate work experience
        • Business or technical certification from a tier one cloud services provider (Ex. AWS Certified Cloud Practitioner)
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Keywords: Deloitte, Alexandria , Cloud Sales Executive, Federal Civil Sector, Sales , Alexandria, Virginia

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