Growth Executive – Hospitality Industry – Technology Services

Role is based in the Washington, DC Metro Area

Are you a Growth Executive (GE) that has an entrepreneurial spirit, with a successful track record of selling application management and technology transformation services? If so, Deloitte Services LP is looking for a top-performing client relationship and solutions Growth Executive to pursue clients within its Technology practice with a focus on the Hospitality Industry.

The Team

The Sales Center of Excellence (COE) supports Deloitte’s businesses in uncovering, nurturing, and closing Sales opportunities. Working together with Partners, Principals and Managing Directors, these Growth 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.

What you'll do:

The GE is responsible for selling Technology Staff Augmentation, Application Management, Technology Transformation services, etc. to clients in the Hospitality Industry. They will be responsible for helping through the lifecycle of services, with a special focus on the pillars of:

• Building, nurturing, and growing relationships with key technology buyer, such as managers, and VPs
• Application development (Custom and Packaged)
• Testing
• Maintenance
• Production support

The GE will also play roles highlighted below.

Securing relationships with key decision-makers:

• Play a leading role on the account by creating brand awareness, building relationships and serving as a liaison to key executives
• Leverage network of executive through manager level relationships to reinforce knowledge of IT services and capabilities through formal and informal “marketing” opportunities to secure a competitive edge, foster trust and drive the evolution of Deloitte’s brand identity, helping to solidify our credibility in the technology arena
• Build and maintain long-term relationships with IT Manager, VP/Director level influencers, buyers, including existing clients and otherwise to identify selling opportunities
• Leverage insights to help account leader evaluate opportunities, shape strategy on where to focus efforts and create a demand forecast for consulting services
• Diplomatically address and course-correct partnership concerns with account executive team and stakeholders, as necessary

Surfacing Leads to Drive Growth:

• Work closely with the client’s CXOs, direct reporters and IT managers to understand near and long-term strategic initiatives, technology roadmap and business issues; translating them into feasible Deloitte solutions, making bold plays, as necessary
• Understand and articulate compelling value propositions around product(s) and services to accelerate client Growth and adoption appetite
• Gain insight into opportunities before they are released as RFPs
• Proactively pursue business development opportunities by working with prospective and existing clients on an account to build a pipeline and secure new technology contracts ranging from small staff augmentation deals, to large enterprise technology transformation projects
• Keep a pulse on industry trends, market dynamics, competitive pressures and disruptive forces of the market ecosystem that drive transformation on the account to:
• Anticipate the client’s professional services needs
• Influence key decision-makers early, ensuring that they understand the relevance of Deloitte’s products and services
• Articulate insights to clients, taking the opportunity to solidify Deloitte as a trusted partner and industry insider
• Create strategic and tactical plans to identify greenfield opportunities

Managing Growth Cycles for Aligned Accounts:

• Collaborate with account leadership to interpret customer demand, develop sales plans and execute against account and teaming strategies for continual product sales and business development
• Manage the sales cycle by overseeing the technology sales and proposal process, including pricing and resourcing at an account level
• Leverage Deloitte sales platforms, collaborating with account and practice leaders to help develop a forecast and anticipate staffing requirements
• Partner with the client’s procurement organization to gain early insight into the technology request pipeline and understand the demand, key drivers, decision-criteria, etc. for IT projects, across the organization, to shape the solution and win themes for responses

Coordination of Sales Activities and Deal Closure:

• Independently drive the creation of sales collateral to support client meetings and articulate Deloitte’s value proposition and market offering
• Help determine if Deloitte can compete and the strategic value of winning when RFPs are released
• Serve as key advisor to the pursuit team, help develop win themes, collaborate with managing directors and the response team to provide feedback; ensuring the final deliverable is on time and meets client specifications with win themes reiterated throughout
• Ensure internal teams are mobilized to meet staffing and project resourcing requirements, if the contract is won
• Attend and participate in presentations, cognizant of potential issues, objections; understanding corporate and executive dynamics
• Prepare PPMDs for any open items or issues by reviewing real or potential objections and responses tied to win themes
• Consistently hit incremental sales benchmarks (e.g. drive 20-30M in accretive revenue) based on opportunities and account expectations

Required Qualifications:

• Experience selling high-end, project-based, professional consulting services, characterized by long sales cycles and both large and small dollar transactions
• Successful track record of sales, selling application management and subscription-based service offerings within assigned industry segments and/or a geographic territory
• Ability to create profitable annuity streams selling technology services
• Good knowledge of Hospitality marketplace: experience at a large hospitality company is preferred
• Expertise in the lodging industry, and an understanding of hospitality technology landscape
• An ability to gain access and influence decision-makers from mid-tier to the highest levels in client organizations
• Outstanding written and oral communication skills; able to adapt communication style to multiple stakeholders and cultures
• Experienced and adept at aligning teams to work toward a common goal; consistently demonstrates strong people management skills
• 10+ years’ experience managing complex clients and sales cycles
• Ability to travel up to 50%, on average, based on the work you do and the clients and industries/sectors you serve

Preferred:

• Bachelors’ Degree
• Advanced Degree a plus

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