Deloitte Boston , MA 02298
Posted 3 weeks ago
Sales Executive - Artificial Intelligence (partnered with NVIDIA)
Are you an ambitious sales professional with an entrepreneurial spirit, relevant professional services experience, and demonstrated sales expertise and success? If so, Deloitte Consulting LLP is looking for a top-performing Sales Executives to focus on Artificial Intelligence partnering with NVIDIA across commercial industry segments.
Experience selling professional services within the commercial industry marketplace, as well as experience at selling managed services is ideal. However, alternative attributes to be considered for this role include, but are not limited to:
Familiarity with AI / Machine Learning capabilities and applications - automated machine learning, chat/conversational AI, workflow, natural language capabilities
Familiarity with Intelligent Automation and RPA
Well versed in the specific industry, understanding of industry trends and ability to speak the language
Appreciation of cloud and cyber and their interplay with AI
A deep understanding of business issues and how AI is/can be leveraged in solutioning these problems
Foundational knowledge of core and functional processes for their industries e.g. fraud, supply chain
Understanding of the services provider and technology provider alliance relationship
Understanding of the consulting business model - how selling solutions at a large professional services firm is different from selling software and/or consulting at a software company
Understanding of workflow across IT, HR, FIN, CX and its value proposition to large or complex companies
Deloitte's Artificial Intelligence practice is accelerating with a new alliance with NVIDIA - leader of accelerated computing platform - and expanding exponentially with the growth of AI solutions and large-scale data ecosystems. Working hand-in-hand with Partners, Principals and Managing Directors, our 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.
Work you'll do
This NVIDIA alliance's Sales Executive is responsible for selling AI-accelerated computing solutions Deloitte to new and existing clients. As a Sales Executive you will:
Lead business development efforts in and around core accounts for the offering
Work with market offering and industry / sector leadership to identify potential clients for targeting
Collaborate with other offerings and practice to embed managed services offering in their solutions and opportunities
Lead go-to-market campaigns
Develop understanding of Deloitte Consulting's portfolios and offerings, as well as cross-firm integrated offerings, to be conversant in our capabilities
Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
Develop understanding of target client's buying patterns based on industry knowledge, relationships, prior experience, etc.
Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
Qualify opportunities and engage appropriate PPDs/SMs for follow up conversations as needed
Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
Develop organized and differentiated go to market activities
Develop overview materials to support initial meetings/conversations
Lead preparations for formal sales meetings and orals for qualified opportunities
Provide support to core accounts without CREs as needed for critical opportunities
Lead pursuit process, RFP responses, etc.
Support pre-sales efforts leveraging depth of product knowledge / product demonstrations tailored to client environment
Industry Expansion and Relationship Building
Collaborate Alliance, Marketing and practice leads on messaging, events and eminence - both internal and external
Identify ways the practice can expand/enhance visibility at key events and in the market
Participate in key industry events to build relationships and develop business opportunities
AI I&E practice and develop plans to cultivate those relationships
Utilize Deloitte eminence - including thoughtware, events, trainings, conferences, and memberships - to build and enhance relationships
Utilize available offerings to develop and participate in activities and events focused on shared values and mission, e.g., Deloitte Greenhouse events, Client Experience labs etc.
Market offering Support
10+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions
Strong sales management knowledge and/or experience
Proven consistent track record of delivering multimillion dollar revenue per annum
Knowledge and understanding of large-scale implementations, especially managed services
Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
Lead or support practice sales management activities
Experience managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
Experienced with a complex pursuit process, proposal development and oral presentations that win new business
Adept at making presentations
Ability to work in a multi-layered matrix organization serving many leaders
Ability to travel up to 70%, 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
Advanced degree(s) preferred
Success in working closely with service line leaders, partners, practitioners and other SEs to develop strategies and tactics that drive targeting programs and win business
Note: This role has the option of being a Sales Executive or Channel Sales role.
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 $169,000 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.
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As used in this posting, "Deloitte" means Deloitte Services LP, 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.
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.
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Requisition code: 120009