Sales Executive – Government & Public Services - ServiceNow Alliance

Business Development & Sales | GPS Client Excellence
Same job available in 5 locations

Baltimore, Maryland, United States

McLean, Virginia, United States

Richmond, Virginia, United States

Rosslyn, Virginia, United States

Washington, District of Columbia, United States

Position Summary

Sales Executive – Government & Public Services - ServiceNow Alliance

As the 2022 Global and Americas ServiceNow Partner of the Year and 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. In an effort to maintain our hyper-growth trajectory, we are looking to hire an additional sales resource to rapidly expand our market presence within State, Local and Higher Education.

 

Job Responsibilities: A 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 in order 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

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 FedRAMP Software-as-a-Service (SaaS) and/or low-code platforms. The candidate will understand how to develop a go-to-market plan that targets the State, Local, and Higher Education 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

  • 5-10+ years of experience as a named account executive and/or business development manager serving the State, Local and Higher Education Market.
  • Proven successful track record of selling throughout all aspects of the sales cycle from lead identification, thru qualification, and deal closure.
  • 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:

  • Bachelor’s degree
  • ServiceNow Sales Expert certification preferred
  • Consulting delivery experience preferred

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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: 115372

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