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
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