Deloitte US

Client Relationship Executive – Pennsylvania

Are you driven by a passion for driving industry-leading business development initiatives? Do you excel in cultivating business relationships with clients? If so, a career as a Client Relationship Executive could be the role of a lifetime for you.

Deloitte is seeking high performing candidates with an entrepreneurial spirit, strong relationship management skills and a proven track record in selling professional services to Government & Public Services (GPS) clients.

As a Pennsylvania Client Relationship Executive, you will:

• Drive targeting efforts across Pennsylvania’s business units and functions, inclusive of public and private higher education institutions and local governments, with a particular focus on Pennsylvania’s largest cities.
• Develop strategic and tactical plans to generate revenue including assets, consulting services and subscription services.
• Build relationships with key executives to generate and develop ideas, pursue opportunities and close sales.
• Drive relationship-based sales efforts across the breadth of the state’s organizations and functions.
• Develop strategic and tactical plans to solve our client’s most demanding challenges.
• Identify, build and strengthen relationships with key decision-makers at all levels within the client organizations.
• Lead and assist the account team with qualifying, pursuing and closing opportunities.
• Play a leadership role in pursuits and an oversight role in the development of proposal submissions.
• Coordinate the efforts of Deloitte's cross-disciplinary teams to address our client’s needs.
• Identify and build “greenfield” client relationships, leveraging personal, professional and Firm networks.
• Provide account and pursuit teams with deep knowledge of the clients’ engagement history, culture, organizational structure, procurement processes, competitive landscape and differentiators from the client’s perspective.
• Ability to sell solutions through alliance and ecosystem partners and maintain relationships with our alliance partners, minority businesses and other local firms relating to Pennsylvania projects and opportunities.
• Be committed to growing a procurement team that is committed to diversity, equity and inclusion.
• Support Deloitte corporate citizenship initiatives including identifying opportunities for engagement.
• Utilize broad understanding of Deloitte’s service offerings and POVs to identify and co-develop holistic, tailored solutions to address client needs.

The Team

Deloitte’s Government and Public Services (GPS) practice – our people, ideas, technology and outcomes—is designed for impact. Serving government clients as well as public and private higher education institutions, our team of over 15,000+ professionals brings fresh perspective to help clients anticipate disruption, reimagine the possible, and fulfill their mission promise.

The GPS Enabling Areas team provides top notch support to Deloitte’s internal business units by developing new products and services to sustain competitive advantage, while consistently improving our existing collection of systems, processes, and functions.

Qualifications:

Required:

• Bachelor’s Degree.
• 8+ years’ experience as a relationship and/or business development manager serving clients in Pennsylvania state government, Higher Education or Local government (County/City).
• 8+ years’ experience with strong professional services sales management knowledge.
• Working knowledge of competitive and teaming landscape; proven ability to assemble teams, and establish teaming relationships with alliance and ecosystem partners and small businesses.
• Expertise in driving call plans and developing value propositions.
• Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients.
• Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace.
• Success in playing a leading role within an account team framework (i.e. working effectively with Lead Client Service Partners, Service Line/Industry leaders, practitioners and other business development professionals).
• 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:

• Based in Pennsylvania.
• Knowledge/Experience in contracting environment.
• Must be able to work in person as needed.
• Ability to travel, 20%-50%, on average, based on the work you do and the and the client and industries/sectors you serve.