Client Relationship Executive - DHS - Sales Vice President, Strategic Relationship Management

Are you driven by a passion for spearheading industry-leading business development initiatives? Do you excel in cultivating business relationships with clients across state and local government? 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.

Role summary

Deloitte Services LLP is seeking a high-performing candidate, based in or near Washington, DC to pursue and develop strategic relationships within DHS including one or more Agencies, such as: HQ, USCG, FEMA, ICE, CBP, USCIS, USSS, CISA, and TSA. Candidates should have strong relationship management skills to open doors and build new client and partner relationships that are deep and durable. Candidates should have a proven track record in selling professional services, an entrepreneurial spirit, and relevant industry experience within DHS. In this role, candidates will have responsibility for relationship and business development, as well as sales for the wide range of services offered by Deloitte's US subsidiaries.

The individual is responsible for building the relationship between Deloitte and the client, helping to market Deloitte's services and capabilities, as well as the planning and penetration of target areas within the client's organization.

As the CRE, you will:

• Build trusted advisor relationships with key client executives through content-driven discussions aligned to the client's priorities and relevant trends.
• Develop a broad understanding of Deloitte’s capabilities to bring the best Deloitte resources to address client issues.
• Demonstrate valuable industry/sector perspective with consideration of the client’s mission and translating those insights into opportunities.
• Identify creative ideas for new products and services for the client.
• Establish relationships with other businesses and product vendors within the client’s ecosystem to drive additional "sell with" and "sell through" opportunities.
• Lead strategic processes and discussions based on the client history, organization challenges, regulatory, and decision processes.
• Identify and influence key decision-makers at all levels within the client organization.
• Navigate the sales cycle, from opportunity identification, through solutioning and storyboarding, identifying contract vehicles, coordinating teaming/alliance partners, aligning on price to win, to close and warm hand-off to the delivery team.

Co-location / presence expectation

This role requires a strong, visible Washington, DC presence and be available for market events anywhere in the US, with flexibility based on pursuit and client needs.

The successful candidate would possess these skills

• Ability to work independently and collaborate as part of a team
• Effective written and verbal communication skills
• Meticulous attention to detail and quality of work product
• Ability to build and sustain professional relationships
• Ability to lead projects or workstreams
• Ability to manage and prioritize multiple tasks in a fast-paced and dynamic environment
• Strong interpersonal skills and professional demeanor
• Ability to meet deadlines
• Ability to mentor and provide clear guidance to others

The team

Our client’s missions and the technologies, skills and solutions needed to support them are evolving at a faster pace than ever. Deloitte’s GPS practice is passionate about making an impact with lasting change. Supporting our clients’ drive to be increasingly effective, remaining ahead of adversaries’ capabilities requires fresh thinking and a creative approach.

We collaborate with teams from across our organization to bring the full breadth of Deloitte, its commercial and public-sector expertise, to best support our clients. Our aspiration is to be the premier integrated solutions provider in helping to transform the Government marketplace.

Required qualifications

• At least 5 years’ recent experience, with a proven track record of capture and sales directly driving business growth, within the Department of Homeland Security. 
• Working knowledge of the DHS competitive and teaming landscape; proven ability to assemble teams, teaming relationships.
• Bachelor’s Degree.
• 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.
• Ability to influence and lead cross-functional teams in client pursuits.
• Strong background in crafting and delivering proposals.
• Excellent spoken, written communication, interpersonal, and relationship building skills.
• Ability to travel 10-20%, 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.
• Located in the Washington, DC area.

Preferred qualifications

• MBA or Masters Equivalent
• Additional experience of selling to Command, Control, Communication, Computer, Cyber and Intelligence (C5I) organizations.
• Experience of selling a broad range of services including AI and data, human capital, financial management and direct mission support services including support to the intelligence and planning functions.
• Serving in a leading role within an account team framework (i.e., working effectively with Account Leaders, Offering leaders, practitioners and other business development professionals).
• Active Public Trust, Secret, or Top Secret clearance from a DHS component Agency

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 186,500 to $ 311,000.

Professionals in the GPS CRE Channel may apply and be considered for the role regardless of US office location.

You may also be eligible to participate in a CRE 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.

Deloitte is committed to providing reasonable accommodations for people with disabilities. If you require a reasonable accommodation to participate in the recruiting process, please direct your inquiries to the Global Call Center (GCC) at USTalentCICInbox@deloitte.com.