Deloitte Sales Executive - ServiceNow in Boston, Massachusetts
Are you a top-performing client relationship and solution sales executive looking for your next career move? If you have an entrepreneurial spirit, relevant professional services experience and demonstrate selling attributes, strategies, and techniques you may be interested in an opportunity with our Consulting Sales team. Deloitte s ServiceNow Human Capital Management (HCM) practice is expanding exponentially with the growth of ServiceNow as a market leading enterprise HR platform across Case & Knowledge Management, Employee Service Center, Onboarding & Transitions, Employee Document Management, and HR Service Delivery Analytics.
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 ServiceNow HCM Sales Executive is responsible for selling ServiceNow-HR focused Deloitte solutions and consulting services to new and existing clients. As a Sales Executive you will:
Lead business development efforts outside of core accounts for the ServiceNow sub-sector within the Human Capital Management Practice
Work with ServiceNow HCM practice leadership to identify potential target clients
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
Run a disciplined sales pipeline including lead management, qualification, bringing established sales methods to the sales process
Develop organized and differentiated offerings
Develop overview materials to support initial meetings/conversations
Lead preparations for more serious sales meetings and orals for qualified opportunities
Provide support to core accounts without CREs 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
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
Industry Expansion and Relationship Building
Collaborate with ServiceNow Alliance, Marketing and practice leads on messaging, events and eminence - both internal and external
Establish & maintain relationships with ServiceNow HR sales leaders and account managers for lead generation and go to market strategy
Identify ways the ServiceNow HCM practice can expand/enhance visibility at key events
Identify key relationships across the industry which would benefit the ServiceNow 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.
Participate in key industry events to build relationships and develop business opportunities
Support ServiceNow sub-sector leadership in developing account and practice plans during the annual planning process
Participate in ServiceNow sub-sector leadership calls and in person meetings, and assist with planning and preparation as needed
Category: Business Development / Sales / Marketing
As used in this document, Deloitte means Deloitte LLP and its subsidiaries. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, disability or protected veteran status, or any other legally protected basis, in accordance with applicable law.