Vice President, Sales Executive - ServiceNow - State, Local & Higher Education Focus - Deloitte
McLean, VA
About the Job
As one of only six ServiceNow Global Elite partners within the ServiceNow partner ecosystem, Deloitte has become a top destination for certified technical architects, delivery practitioners, and top-producing sales executives. To maintain our hyper-growth trajectory, we are looking to hire an additional sales resource to rapidly expand our market presence within the Government & Public Services (GPS) Market.
This role will be focused on the State, Local and Higher Education (SLHE) areas.
Job Responsibilities:
This GPS ServiceNow Sales Executive (SE) is responsible for creating opportunities, managing the sales cycle for the alliances most strategic pursuits, securing relationships with key decision makers, coordinating sales activities, engaging in the proposal response process, support orals presentations, and most importantly achieving annual sales goals.
Specific responsibilities include:
+ Leverage existing and build new client relationships, develop leads, cultivate a targeted list of prospects and lead sales efforts within a targeted set of clients working closely with Account and Practice leaders.
+ Develop internal relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy.
+ Understand the competitive landscape and client needs to effectively position the ServiceNow alliance and Deloitte's consulting services.
+ Stay current with market trends, ServiceNow product updates, and competitors.
+ Identify and influence key decision-makers at all levels within the client organization.
+ Assist account teams and practice leaders with qualifying, pursuing and closing opportunities.
+ Play a leadership role in driving pursuits and contribute to the development of proposals and coach the team through orals preparation.
+ Represent Deloitte by spending time in the field, and at conferences/user-groups/policy forums.
+ Develop strategic and tactical plans to meet or exceed annual sales goals.
+ Maintain accurate and timely customer information, pipeline, and forecast data working with Sales Operations team.
In addition to the above demand generation activities, the SE is responsible for demand management, i.e., working with the practice leaders to determine the detailed pursuit strategy for each strategic opportunity. This will require fostering of relationships across various Deloitte practice areas, developing consensus, and teaming with other lines of business within the Firm to appropriately target, purse and close engagements.
Qualifications include:
The ideal candidate will be a senior salesperson with a significant level of business development experience and a successful track-record in selling consulting services in the State, Local and Higher Education areas. The candidate will understand how to develop a go-to-market plan that targets the GPS SLHE Market. The candidate will understand the professional service delivery process and ideally will have experience delivering engagements at some point within their career.
Required Experience and Qualifications
+ 10+ years of experience as a named account executive and/or business development manager serving the GPS SLHE Market.
+ Proven successful track-record of selling throughout all aspects of the sales cycle from lead identification, thru qualification, and deal closure in the SLHE area.
+ Proven track-record of delivering over $15-20 million of new sales revenue per annum with demonstrated year-on-year growth in revenue.
+ Self-motivated, goal-oriented, and a desire to deliver results.
+ Ability to develop and secure new relationships with buyers, decision makers, influencers, and other referral sources.
+ Expertise in relationship building that increases account penetration and leads to increased revenue opportunities within existing clients.
+ Success in working closely with service line leaders, partners, practitioners, and other SEs to develop joint go-to-market strategies.
+ Existing knowledge of the ServiceNow product offerings and value proposition is a must.
+ Ability to travel up to 50%, 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.
Preferred Skills:
+ ServiceNow Sales Expert certification preferred.
+ Consulting delivery experience preferred.
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 $137,000 to $282,000.
You may also be eligible to participate in a sales 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
SalesOpsGreenDot
#DeloitteNDO
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.
This role will be focused on the State, Local and Higher Education (SLHE) areas.
Job Responsibilities:
This GPS ServiceNow Sales Executive (SE) is responsible for creating opportunities, managing the sales cycle for the alliances most strategic pursuits, securing relationships with key decision makers, coordinating sales activities, engaging in the proposal response process, support orals presentations, and most importantly achieving annual sales goals.
Specific responsibilities include:
+ Leverage existing and build new client relationships, develop leads, cultivate a targeted list of prospects and lead sales efforts within a targeted set of clients working closely with Account and Practice leaders.
+ Develop internal relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy.
+ Understand the competitive landscape and client needs to effectively position the ServiceNow alliance and Deloitte's consulting services.
+ Stay current with market trends, ServiceNow product updates, and competitors.
+ Identify and influence key decision-makers at all levels within the client organization.
+ Assist account teams and practice leaders with qualifying, pursuing and closing opportunities.
+ Play a leadership role in driving pursuits and contribute to the development of proposals and coach the team through orals preparation.
+ Represent Deloitte by spending time in the field, and at conferences/user-groups/policy forums.
+ Develop strategic and tactical plans to meet or exceed annual sales goals.
+ Maintain accurate and timely customer information, pipeline, and forecast data working with Sales Operations team.
In addition to the above demand generation activities, the SE is responsible for demand management, i.e., working with the practice leaders to determine the detailed pursuit strategy for each strategic opportunity. This will require fostering of relationships across various Deloitte practice areas, developing consensus, and teaming with other lines of business within the Firm to appropriately target, purse and close engagements.
Qualifications include:
The ideal candidate will be a senior salesperson with a significant level of business development experience and a successful track-record in selling consulting services in the State, Local and Higher Education areas. The candidate will understand how to develop a go-to-market plan that targets the GPS SLHE Market. The candidate will understand the professional service delivery process and ideally will have experience delivering engagements at some point within their career.
Required Experience and Qualifications
+ 10+ years of experience as a named account executive and/or business development manager serving the GPS SLHE Market.
+ Proven successful track-record of selling throughout all aspects of the sales cycle from lead identification, thru qualification, and deal closure in the SLHE area.
+ Proven track-record of delivering over $15-20 million of new sales revenue per annum with demonstrated year-on-year growth in revenue.
+ Self-motivated, goal-oriented, and a desire to deliver results.
+ Ability to develop and secure new relationships with buyers, decision makers, influencers, and other referral sources.
+ Expertise in relationship building that increases account penetration and leads to increased revenue opportunities within existing clients.
+ Success in working closely with service line leaders, partners, practitioners, and other SEs to develop joint go-to-market strategies.
+ Existing knowledge of the ServiceNow product offerings and value proposition is a must.
+ Ability to travel up to 50%, 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.
Preferred Skills:
+ ServiceNow Sales Expert certification preferred.
+ Consulting delivery experience preferred.
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 $137,000 to $282,000.
You may also be eligible to participate in a sales 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
SalesOpsGreenDot
#DeloitteNDO
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.
Source : Deloitte