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Sales Executive - Government and Public Services - SAP (26180)


Executive Director



Washington, Washington DC, United States

Sales Executive - Government and Public Services - SAP

Are you a senior sales professional that has an entrepreneurial spirit, relevant Federal Government marketplace experience, and demonstrated sales expertise and success selling SAP Services/Software? If so, Deloitte Services LLP is looking for a top-performing technology Sales Executive to focus on the Enterprise Performance (EP) area within our Government and Public Services practice.

The Team

The Sales Excellence organization supports Deloitte's public sector business in uncovering, qualifying, nurturing, and closing sales opportunities. Working hand-in-hand with Partners, Principals and Managing Directors, these sales executives focus their highly skilled efforts in securing relationships with qualified targets and decision makers within the Federal Government to uncover opportunities, develop effective sales and go-to-market strategies, manage the entire pursuit lifecycle and act as an advisor and driver of the pursuit team throughout the sales process.

What You'll Do:

The Sales Executive (SE) is responsible for identifying, developing, managing and closing deals based on a qualified pipeline of opportunities involving Deloitte's Enterprise Performance Services and Products, with a concentration on large SAP/ERP transformations. Key responsibilities of the job are to:

  • Drive demand for SAP consulting and related services across our Government and Public Service functions by engaging Federal clients, account team leaders and service line practitioners
  • Manage the sales process from initial identification through closure and "own" the sale. This includes:

• Prospect, target, and build a pipeline 3x your target with prospective clients
    • Develop relationships and credential Deloitte with federal government clients through fluency in the SAP application/technology stack and Deloitte's Enterprise Performance Services as it relates to a range of business issues
    • Devise and execute sales strategies and tactics that result in exceeding sales goals and assist Deloitte in further penetrating the market. Work with ecosystem partners for SAP and Enterprise Performance in coordination with account leaders and alliance team members to develop these strategies
    • Advise and educate account team leaders on Deloitte's value proposition for the Enterprise Performance area and develop pursuit strategies, win themes, and solution architectures that meet the specific needs of the account/client
    • Engage with industry and sector leaders to develop Enterprise Performance market strategies and solutions that will position Deloitte as #1 in SAP Services for the Federal Government
    • Connect SMEs to pursuits and engage them in architecting the solutions
    • Work with the Pursuit, Marketing and Sales Excellence teams to create and execute cloud sales campaigns
    • Assist in facilitating cloud experience labs

Required Qualifications:
  • 7+ years successful track record selling ERP Platforms or Services for ERP Platforms
  • Fluency and technical acumen related to SAP Enterprise Platforms and technology
  • Working knowledge of the cloud technology landscape and marketplace.
  • Deep knowledge and relationships in the Federal Government space.
  • Competent at engaging and developing business with alliance / ecosystems partners
  • Experience selling high end, project-based, professional consulting services, characterized by long sales cycles and both large and small dollar transactions
  • Possess a minimum of 10 years' experience selling to and managing large client relationships in the Federal Government space
  • Track record of business relationships with senior client executives
  • Ability to work as a team player and solution catalyst
  • Highly motivated self-starter
  • Demonstrated leadership expertise
  • Proven expertise in leading a complex sales process
  • Ability to craft sophisticated solutions with creative value propositions and economic models
  • Strong communication and presentation skills
  • Exceptional executive presence and business acumen
  • Team facilitation skills
  • An ability for gaining access and influencing decision-makers at the highest levels in client organizations
  • Experience developing and executing strategic and tactical plans to realize sales objectives

• Travel up to 70% (While 70% of travel is a requirement of the role, due to COVID-19, non-essential travel has been suspended until further notice)

• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.

  • Undergraduate degree
  • Previous administrative leadership experience in Government
  • Consulting
  • Project management experience or experience delivering SAP/ERP platforms.
  • Cloud architecture or engineering experience