Sales Enablement Manager, Sustainability and Trust, Advisory Emerging Market Opportunities

Product Management & Development | SALES EXCELLENCE
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Position Summary

The Risk & Financial Advisory (RFA) Emerging Market Opportunities (EMO) team is seeking a Sales Enablement Manager to help lead client pursuits within our Sustainability and Trust EMOs. Effective Business Development pursuit management is critical to effective growth of our Sustainability and Trust practice. This role involves understanding the breadth of our practice’s solutions and capabilities to help connect sales and go-to-market activities with effect pursuits and proposal efforts. This is an exciting opportunity to be a key part of a strategic and growing practice.

The Team

The RFA EMO team works across the global firm to identify emerging trends in the marketplace, define the unique value that Deloitte can bring to its clients, build a centralized go-to-market strategy, and develop the mechanisms required for innovation, acceleration, demand generation, and market capture.

Our target emerging markets are focused on making Deloitte the pre-eminent professional services firm for areas of growth and change. Deloitte’s culture is collaborative, transparent, and inclusive. As part of this firm and team, you will build your arsenal of professional skills to think bigger, work smarter, and lead better.

The Sales Center of Excellence (COE) supports Deloitte’s businesses in uncovering, nurturing, and closing sales opportunities. Working closely with Partners, Principals and Managing Directors, these sales professionals 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

As the Sales Enablement Manager, you will have the opportunity to drive business development efforts across the firm and alongside our Sustainability and Trust leadership team. To do this effectively, activities and responsibilities include but are not limited to:

  • Support Sales personnel throughout the Sales process
  • Assist in responding to functional and technical elements of RFIs/RFPs
  • Manage proposal development and assist with live oral presentations which win new business
  • Deliver product presentations and demonstrations
  • Lead the functional and technical deep dive conversations about Deloitte’s offerings around Sustainability and Trust solutions with current and prospective customers
  • Respond to in-depth customer questions and inquiries
  • Understand customer needs and assist in solution development with the delivery team
  • Author and maintain demo script(s) for Sustainability and Trust products/solutions
  • Develop and deliver product demos (including custom demos) to current and prospective customers
  • Maintain demo environment (data, branding, etc.) where relevant
  • Prepare engagement teams for delivery activities (POCs, etc.)
  • Identify and document specific problems with prospective and current clients which can be solved through the deployment of integrated solutions
  • Architect and propose validated solutions which address identified problems in client environment
  • Continuous self-improvement and learning to maintain technical leadership of applicable Sustainability and Trust technologies
  • Prepare Deloitte practitioners for Sustainability and Trust training and certifications
  • Obtain Sustainability and Trust training and certifications when appropriate
  • Act as the customer advocate for any issues which require technical assistance and follow up with the client until the issue is resolved
  • Develop relationships and collaborate with the Sustainability and Trust teams to formulate and execute a go-to-market strategy
  • Building go-to-market strategies to differentiate Deloitte Sustainability and Trust positioning with vendors and clients
  • Assume multiple roles in various pursuits with client teams and practice leaders as it relates to qualifying and pursuing Sustainability and Trust opportunities
  • Assist with development of Deloitte’s Sustainability and Trust Points of View (POVs)
  • Build strong cross-functional relationships with all members of the Sustainability and Trust-related alliance teams
  • Ensure consistent Sustainability and Trust approaches to marketplace across geographies and industry groups
  • Represent Deloitte by spending time in the field, authoring whitepapers, and by speaking at conferences/policy forums

Qualifications

Required:

  • Minimum 6+ years of successful pre-sales Sales executive experience with 2+ years focused on alliance management or equivalent experience working with external vendors
  • Experience articulating value propositions for technology products
  • Experience navigating a complex ecosystem of stakeholders with demonstration of creating and maintaining relationships internally and externally
  • Outstanding interpersonal and communication skills that foster and build relationships at all levels
  • Ability to work effectively in a fast-paced, multiple-projects environment
  • Proficient Microsoft Office skills
  • 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 20-60%, on average, based on the work you do and the clients and industries/sectors you serve

Preferred:

  • Experience in business development
  • Bachelor’s Degree, advanced degree a plus
  • Understand the emerging market landscape as it relates to Sustainability and Trust – where the market is today, where it will be in 5 years, and where it will be 10+ years
  • Competencies big tech leaders in the Sustainability and Trust space is a plus
  • Prior consulting or professional services experience
  • Conversant in translating business needs into technical capabilities into sales opportunities

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Our people and culture

Our diverse, equitable, and inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively. It enables us to leverage different ideas and perspectives, and bring more creativity and innovation to help solve our client most complex challenges. This makes Deloitte one of the most rewarding places to work. Learn more about our inclusive culture.

Professional development

From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.


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.

Requisition code: 115603

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