Deloitte US

Sustainability, Climate, and Equity Sales Executive – Federal

Deloitte Consulting is seeking a top-performing, senior Sales Executive to expand our client base across our Consulting Sustainability, Climate, and Equity services. This individual will be integral in enabling our clients to build climate resiliency into the core mission of Federal Agencies. We have had early success with several accounts including USAID, Department of State, and FEMA but are looking to expand our focus to Federal Sector accounts outside of this portfolio. Candidates should understand how emerging legislation and executive orders are driving the case for change within organizations and have quality professional relationships within relevant agencies, with specific focus on DoE, EPA, and DOT. 

The Business

Our Sustainability Capabilities will help clients address several key challenges that they face today, including:

• Resilience: Enhance organizational capabilities to identify, assess, quantify and prioritize climate-related risks to physical assets and operations/mission, as well as assisting in data and financial-informed decision-making around optimized resilience roadmaps and project prioritization. 

• Path to Net Zero: Provide clients with a modular, end-to-end solution that helps agencies: track emissions, evaluate current and future emissions levels, identify optimal abatement pathways, and prioritize activities and investments to achieve decarbonization goals and institutionalize sustainable operation

• Nature Services: Design, develop, and implement approaches and technology systems that provide robust resource monitoring and management capabilities and deliver data-driven insights to inform climate mitigation and adaptation decision-making

• Sustainable Infrastructure: Help clients navigate the challenges of aging infrastructure, climate-related impacts on infrastructure, transitioning to electric vehicles and fleets, meeting carbon-reduction goals, managing funding and policy changes, and promoting equity

• Value Chain: Estimate supply chain emissions, identify sustainable sourcing alternatives, improve traceability through digital platforms and partnerships, and leverage waste management opportunities to improve asset utilization and meet emissions targets.

• Equity & Environmental Justice: Engage stakeholders, embed equity into organizations, measure benefits, and track program efficiency to support clients at the intersection of climate, health, and diversity, equity, and inclusion. 

The Team

The Government and Public Services (GPS) Sustainability, Climate & Equity (Sustainability) Strategic Growth Offering (SGO), is a cross business (Consulting and Advisory) team that contributes to the largest single investment in the history of the Firm. We are rapidly growing and require outstanding, innovative, and engaging professionals to join our team. The Sustainability team is privileged to be working on one of the most pressing and topical business and societal issues of our time. Through our services, we help our clients understand, engage with, and act on their sustainability-related risks and opportunities.

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

What you will do:

The Federal Sustainability, Climate, and Equity Sales Executive is a multi-dimensional strategic leader with expertise at the intersection of climate, technology, and public sector program development. This leader has experience across the United States and understands the technical and organizational complexities of implementing state and local climate action plans that effectively use public investment, the private sector, and make progress toward climate goals, while also accomplishing important equity and economic development objectives. This practitioner will be responsible for:

• Driving market growth by leveraging their expertise and relationships to secure new clients, expand current client engagements, and bring innovative ideas to market

• Focusing on the Federal Sector to scale sustainability-adjacent accounts outside of where we have initial traction (i.e., outside of the International Development Organizations, Department of State, and Federal Emergency Management Administration)

• Maintaining a robust, trusted network across the public sector sustainability, climate, and equity community and leveraging these executive level relationships to introduce Deloitte LLP, and create and pursue selling opportunities
• Developing relationships and collaborate with Deloitte leadership to formulate and execute on a go-to-market strategy 
• Delivering accurate and timely customer, pipeline, and forecast data working with Sales Operations team
• Overseeing internal sales activities to ensure consistent approach to marketplace across geography and industry groups
• Managing proposal development and make live oral presentations that win new business
• Representing Deloitte by spending time on client site, and at conferences
• Working with our technology sales teams to embed sustainability services in digital transformations
• Positioning Deloitte’s proprietary platform, assets and ecosystem partners to help in their continuous innovation efforts, improved operational efficiency, lowered risk to adoption, and scalability when outcomes are proven
• Supporting and/or developing direct marketing campaigns
• Assisting account teams to qualify and win opportunities
• Valuing teamwork, fostering relationships, and developing consensus

Required Qualifications:

• 10+ years of prior success as a business development manager and/or sales professional, with 5+ years of experience in information technology/systems and 2+ years of experience selling or delivering Sustainability, Climate, & Equity services or solutions
• Successful track record of sales, selling sustainability-related products and services
• Expertise in market trends in climate action planning and data access implementation 
• Knowledge of regulatory requirements and political mechanisms across Federal Departments
• Significant business relationships with senior client executives
• Ability to work as a team player 
• Excellent verbal and written communication skills, with an ability to turn an understanding of deeply technical information into actionable strategies
• Strong presentation skills and experience with proposal orals
• An ability to gain access and influence decision-makers at the highest levels in client organizations
• Self-starter able to independently leverage experience and existing relationships to drive new market growth
• Primarily located in the Washington D.C. region with a willingness to travel up to 40%
• 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:

• Successful track record in selling transaction-based consulting services characterized by long sales cycles and significant dollar transactions
• Experience collaborating with environmental advocacy groups or industry trade associations

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 $167,325 to $278,875.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.

Information for applicants with a need for accommodation: https://www2.deloitte.com/us/en/pages/careers/articles/join-deloitte-assistance-for-disabled-applicants.html

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