Sales Executive - Artificial Intelligence Managed Services

Company: Deloitte
Location: Boston
Posted on: May 16, 2022

Job Description:

Sales Executive - Artificial Intelligence Managed Services (Financial Services and Technology/Media/Telecom Industry Focus)

Are you an ambitious sales professional with an entrepreneurial spirit, relevant professional services experience, and demonstrated sales expertise and success? If so, Deloitte Services LLP is looking for a top-performing Sales Executives to focus on Artificial Intelligence Managed Services within specific commercial industry segments.

Experience selling professional services within the commercial industry marketplace, as well as experience at selling managed services is ideal. However, alternative attributes to be considered for this role include, but are not limited to:

• Familiarity with AI / Machine Learning capabilities and applications - automated machine learning, chat/conversational AI, workflow, natural language capabilities
• Familiarity with Intelligent Automation and RPA
• Well versed in the specific industry, understanding of industry trends and ability to speak the language
• Appreciation of cloud and cyber and their interplay with AI
• A deep understanding of business issues and how AI is/can be leveraged in solutioning these problems
• Foundational knowledge of core and functional processes for their industries (e.g. fraud, supply chain, etc.)
• Understanding of managed services operations
• Experience leading the pursuit process, RFP responses, etc.
• Understanding of the services provider and technology provider alliance relationship
• Understanding of the consulting business model - how selling solutions at a large professional services firm is different from selling software and/or consulting at a software company
• Understanding of workflow across IT, HR, FIN, CX and its value proposition to large or complex companies
  The Team
  
  Deloitte's Artificial Intelligence Managed Services (AI Foundry) practice is expanding exponentially with the growth of AI solutions and large-scale data ecosystems. The Sales Center of Excellence (COE) supports Deloitte's businesses in uncovering, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, our 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.
  
  Work you'll do:
  
  The ReadyAI Sales Executive is responsible for selling AI-based Deloitte managed services to new and existing clients. As a Sales Executive you will:
  
  
  
  • Lead business development efforts in and around core accounts for the offering
  • Work with market offering and industry / sector leadership to identify potential clients for targeting
  • Collaborate with other offerings and practice to embed managed services offering in their solutions and opportunities
  • Lead go-to-market campaigns around AI Managed Services
  • Develop understanding of Deloitte Consulting's portfolios and offerings, as well as cross-firm integrated offerings, to be conversant in our capabilities
  • Understand market segmentation of target clients and potential fit with relevant business processes, technology platforms, market offerings and ecosystems
  • Develop understanding of target client's buying patterns based on industry knowledge, relationships, prior experience, etc.
  • Identify target contacts and relationships within potential clients and conduct initial conversation(s) to explore opportunities
  • Qualify opportunities and engage appropriate PPDs/SMs for follow up conversations as needed
    Sales Support
    
    
    
    • Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
    • Develop organized and differentiated go to market activities
    • Develop overview materials to support initial meetings/conversations
    • Lead preparations for formal sales meetings and orals for qualified opportunities
    • Provide support to core accounts, as needed, for critical opportunities
    • Identify opportunities (sole source/up for bid) and bring it to the business (functional) partners, evaluate opportunity alignment with client strategy
    • Identify and align appropriate firm resources to pursue, win, and manage opportunities
    • Lead pursuit process, RFP responses, etc.
    • Contribute to pursuit processes by leveraging relationships for insights and influence, including determining "win" themes, aligning messaging with client needs, supporting proposal/orals materials preparation, and participating in the orals session as appropriate
    • Support pre-sales efforts leveraging depth of product knowledge / product demonstrations tailored to client environment
      Industry Expansion and Relationship Building
      
      
      
      • Collaborate with Alliance, Marketing and practice leads on messaging, events and eminence - both internal and external
      • Identify ways the practice can expand/enhance visibility at key events and in the market
      • Participate in key industry events to build relationships and develop business opportunities
      • Identify key relationships across the industry which would benefit the AI Insights & Engagement practice and develop plans to cultivate those relationships
      • Utilize Deloitte eminence - including thoughtware, events, trainings, conferences, and memberships - to build and enhance relationships
      • Utilize available offerings to develop and participate in activities and events focused on shared values and mission (e.g., Deloitte Greenhouse events, Client Experience labs, etc.)
        Market offering Support
        
        
        
        • Support AI Managed Services market offering leadership in developing account and practice plans during the annual planning process
        • Participate in market offering leadership calls and in person meetings, and assist with planning and preparation as needed
          RequiredQualifications:
          
          
          
          • 10+ years' experience managing complex clients characterized by long sales cycles and significant dollar transactions
          • Strong sales management knowledge and/or experience
          • Proven consistent track record of delivering multi-million dollar revenue per annum
          • Knowledge and understanding of large scale implementations, especially managed services
          • Ability to develop and secure relationships with buyers, decision makers, influencers and other referral sources across a variety of industries
          • Experience in relationship building that increases account penetration and leads to increased revenue opportunities with existing clients
          • Ability to develop and utilize pre-existing network of clients or contacts in the marketplace
          • Possess the skills required to Lead or support practice sales management activities
          • Experience managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
          • Experienced with a complex pursuit process, proposal development and oral presentations that win new business
          • Adept at making presentations
          • Ability to work in a multi-layered matrix organization serving many leaders
          • 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 up to 70%, on average, based on the work you do and the clients and industries/sectors you serve
            Preferred:
            
            
            
            • Undergraduate degree
            • Advanced degree(s)
            • Success in working closely with service line leaders, partners, practitioners and other SEs to develop strategies and tactics that drive targeting programs and win business
              
              
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Keywords: Deloitte, Boston , Sales Executive - Artificial Intelligence Managed Services , Sales , Boston, Massachusetts