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Sales Executive - Cloud (Financial Services/Insurance, Investment Management and Real Estate) (69401)

Real Estate

Commercial Real Estate



Los Angeles, California, United States

The Role - All Major Clouds

We leverage our industry expertise along with our top-rated cloud implementation abilities to deliver outstanding solutions to our clients. We listen, devise solutions, advise our clients, implement and at times help them operate the cloud solution.

At Deloitte we partner with all the major clouds including AWS, Azure, GCP, OCI, VMC and others.

When done right, cloud adoption can increase your speed to innovate, enable cloud security controls to protect your assets, and offer transformative opportunities for your business. Whether you are interested in leveraging Cloud infrastructure, analytics, machine learning (ML), or Internet of Things (IoT) to build and orchestrate business solutions, Deloitte is ready to help you take advantage of Cloud's innovative services.

At Deloitte, we blend our role as trusted adviser with our partnerships and cloud expertise to guide you in making an impact that matters. With a global network, Deloitte ATADATA migration products, and solution accelerators backed by virtually unparalleled industry and business innovation experience, Deloitte can guide your cloud transformation to see your possible and make it your actual. Welcome to your future. Made possible by Deloitte and our trusted cloud partners.

About the Position

Are you an enthusiastic, self-motivated, and energetic sales professional with demonstrated sales success and a passion for building customer relationships? If so, our Cloud Sales Team is looking for a top-performing Sales Executive who has the confidence and ability to (1) identify and qualify deals with existing and new clients (2) work as a member of the account team (3) negotiate and close agreements with clients. Our Sales Executives must be driven to exceed performance objectives in fast-paced environments, excited about being positioned right in the middle of the exploding cloud-based economy, and eager to develop and maintain a highly desired knowledge of cloud solutions.

The team

Our Cloud Engineering team focuses on enabling our client's end-to-end journey from On-Premises to Cloud, with opportunities in the areas of: Cloud Strategy, Op Model Transformation, Cloud Development, Cloud Integration & APIs, Cloud Migration, Cloud Infrastructure & Engineering, and Cloud Managed Services. We help our clients see the transformational capabilities of Cloud as an opportunity for business enablement and competitive advantage.

Cloud Engineering supports our clients as they improve agility and resilience and identifies opportunities to reduce IT operations spend through automation by enabling Cloud. We accelerate our clients towards a technology-driven future, leveraging vendor solutions and Deloitte-developed software products, tools, and accelerators.

What you'll do

As a Sales Executive you will lead:

  • 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
    • Identify and align appropriate cloud partner 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
    • Support pre-sales efforts leveraging depth of product knowledge / product demonstrations tailored to client environment
  • Industry Expansion and Relationship Building
    • Participate in key industry events to build relationships and develop business opportunities
    • Identify key relationships across the industry, with our cloud partners and develop plans to cultivate those relationships
    • Utilize cloud eminence - including thought-ware, events, trainings, conferences, and memberships - to build and enhance relationships
  • Market offering Support
    • Support cloud leadership in developing account and practice plans during the annual planning process
    • Participate in cloud leadership calls and in-person meetings, and assist with planning and preparation as needed

Requirements include:

We are currently looking for exceptional sales professionals with strong industry and cloud backgrounds, are familiar with solution-based approaches to selling, and possess experience managing complex sales processes. Specifically, Sales Executives must have extensive experience in:
  • Knowledge of one or more of these industries: Insurance, Investment Management and Real Estate, including an understanding of challenges/barriers clients face when moving to cloud in a regulated industry, the impact cloud has on lines of business present in the industry and a purview on where companies stand in their cloud adoption
  • Selling offerings that are built on at least one of the major public cloud computing services (Amazon Web Services, Google Cloud Platform, Microsoft Azure)
  • Deploying dynamically scalable, available, fault-tolerant, and reliable applications on the Cloud and integrating across cloud applications and cloud types (public, private, hybrid)
  • Migrating complex, multi-tier applications on cloud platforms
  • Understanding cloud environment performance, including metrics such as usage and costs, application performance, and business-specific analytics, as well as implementing cost-control strategies
  • Leveraging modern methodologies such as DevOps
  • Selling Infrastructure-as-a-Service or Platform-as-a-Service (IaaS or PaaS)
  • Functional understanding of cloud architecture and value drivers for adopting the cloud
  • Managing complex clients characterized by long sales cycles and significant dollar transactions,
  • Independently developing and securing relationships with buyers, decision makers, influencers, and other referral sources across a variety of industries
  • Hitting a multi-million-dollar quota and experience meeting and presenting face-to-face to C-Level executives of billion-dollar companies.
  • Managing internal sales activities to ensure consistent approach to marketplace across geographies and industry groups
  • Current cloud certifications are not required but are a plus
  • This role requires a high level of emotional intelligence as Deloitte is a matrixed organization and you will be selling in concert with others at the firm.
  • 10+ years of successful enterprise sales experience
  • 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 50% as needed for the role

  • Bachelor's degree from an accredited school or university
  • Deep understanding of Cloud technologies and ecosystem, as well as a demonstrated understanding of modern approaches to Cloud infrastructure, software development, and legacy systems
    • Understanding cloud environment performance, including metrics such as usage and costs, application performance, and business-specific analytics, as well as implementing cost-control strategies
    • Functional understanding of cloud architecture and value drivers for adopting the cloud