Account Executive and Industry Lead Bersin Sales
Bersin's sales team works with target Fortune 1000 organizations to establish, provide leading practices and maintain relationships with HR, Talent, Leadership Development and Learning executives at the Director level and above. Our Account Executives sell Bersin memberships (annual subscription-based programs), research conference sponsorships and attendance, educational marketing services, and work closely with our Human Capital consulting teams to identify strategic, research-based consulting opportunities in organizations. We are looking for experienced sales professionals with a high sense of urgency and a demonstrated pattern of exceeding quota and driving high growth in a territory.
Work You'll Do
The Account Executive (AE) / Bersin Industry Lead's (BIL) main responsibility is to drive and create a book of business. This book will consist of renewing and expanding our current customers and developing/securing new membership business. The AE will develop and maintain relationship with key HR, Learning, Rewards, Talent, Talent Acquisition, and Technology executives, as well as Human Capital account teams. This individual is also responsible for leading the Technology, Media and Telecom (TMT) Industry from a Bersin perspective. The BIL will collaborate with the Deloitte TMT Industry and Sector Teams, Account Teams and Bersin sales team on key accounts. The BIL will communicate account strategy and knowledge to and from the Bersin TMT industry team and oversee industry sales across Bersin's TMT industry team.
Meet or exceed the annual quota set by the Vice President of Sales
Meet or exceed the annual industry team quota set by the Vice President of Sales
Maintain existing Memberships
Prospect and sell new Memberships and Products within aligned Industry and segmented priority accounts
Execute an aggressive prospecting strategy (targeted cold calls, tele-prospecting, email, and social media)
Collaborate with Deloitte TMT Industry and Sector Teams to uncover opportunities to position Bersin memberships into existing and new accounts
Uncover opportunities for consulting services and other solutions to existing and prospective member clients
Demonstrate a thorough knowledge of the HR, Learning, Rewards, Talent, Talent Acquisition, and Technology space, in order to gain instant credibility with new prospects and build a trusted-advisor relationship
Act as the principal liaison between the member organization and the company's senior management in order to continue to evolve the solutions to meet the needs of the market/s
Develop, work and report weekly against an annual business plan to achieve and exceed quota
Develop and work an aggressive activity plan focused on large account new business development, going wide and high across the HR, Learning, Rewards, Talent, Talent Acquisition, and Technology practices
Provide accurate period and annual forecasts
Be the liaison between the Bersin TMT industry and broader Deloitte TMT industry and communicate frequently with Bersin TMT industry team on accounts.
Use Salesforce and Outlook in-line with sales organization process and standards
Travel to meet with clients, attend company meetings and participate in trade and marketing events, up to 25% of work time
3+ years of inside and/or outside sales experience selling business to business solutions
Experience selling an intangible service to HR functions, preferably a recurring subscription-type of product
Command of Salesforce.com and all Microsoft Office Suite programs
Demonstrated pattern of exceeding quota and driving high growth in a territory
Aggressive "hunter" mentality. High sense of urgency. Willingness to do what it takes to meet quota
Professionalism with a high degree of business savvy and the utmost of integrity
Experienced at both identifying and executing on innovative business development initiatives in order to extend the membership value proposition throughout the HR enterprise
Must possess an interest in, and a desire to stay, current through research and analysis on the top challenges faced by HR and associated professionals
Strong interpersonal skills with customers and internal team, exhibiting focus and a strong motivation for business building, and working collaboratively with colleagues to grow the business.
Self-starter who provides creative and pragmatic solutions to business issues and problems. The candidate is independent and takes charge while being a consummate team player.
A positive, can-do attitude, sense of urgency, energy and enthusiasm for all that it takes to build an exciting emerging growth company
Superior written, verbal and platform communication skills
Must be adept at C-Level selling
Excellent organizational and planning skills
Proficiency in standard business applications that drive meeting efficiency (i.e., MS Word, Excel, PowerPoint, Salesforce.com, Adobe, GoToMeeting etc.)
Deloitte Consulting LLP
Deloitte Consulting LLP is one of the world's leading management consulting organizations for executable strategy, operations, technology, and human capital advisory services. The consulting practice is built around integrated core capabilities - people, process and technology and industry specialization - capabilities needed to help clients effectively tackle complex challenges.
As used in this document, "Deloitte" means Deloitte Consulting LLP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about for a detailed description of our legal structure. Certain services may not be available to attest clients under the rules and regulations of public accounting.
Bersin is the indispensable digital destination for the HR professional to build capability, community and credibility, stay informed, and lead on workforce issues. Our membership gives HR, talent and learning professionals the information and tools they need to design leading practice solutions, benchmark against others, develop staff, and select and implement systems. A piece of Bersin research is downloaded on average approximately every minute during the business day. More than 5,000 organizations worldwide use our research and consulting to guide their HR, talent and learning strategies. Learn more about Bersin.
How you'll grow
At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there's always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. Explore Deloitte University, The Leadership Center.
At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits. Learn more about what working at Deloitte can mean for you.
Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Learn more about Life at Deloitte.
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We want job seekers exploring opportunities at Deloitte to feel prepared and confident. To help you with your interview, we suggest that you do your research: know some background about the organization and the business area you're applying to. Check out recruiting tips from Deloitte professionals.
As used in this posting, "Deloitte" means Deloitte Consulting LLP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. Certain services may not be available to attest clients under the rules and regulations of public accounting.
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.
Deloitte will consider for employment all qualified applicants, including those with criminal histories, in a manner consistent with the requirements of applicable state and local laws. See notices of various ban-the-box laws where available. https://www2.deloitte.com/us/en/pages/careers/articles/ban-the-box-notices.html
Requisition code: E19NATCMGRDS030-HC