Client Relationship Executive

About the Client Relationship Executive Role at Deloitte

Are you driven by a passion for spearheading industry-leading business development initiatives? Do you excel in cultivating business relationships with clients across state and local government? If so, a career as a Client Relationship Executive could be the role of a lifetime for you.

Deloitte is seeking high-performing candidates with an entrepreneurial spirit, strong relationship management skills and a proven track record in selling professional services to Government & Public Services (GPS) clients.

As the Massachusetts Client Relationship Executive, you will:

• Drive targeting efforts across the breadth of a client's business units and functions.
• Develop strategic and tactical plans to generate revenue - in particular, a 2-3+ year time horizon.
• Build relationships with key client executives, especially identifying new "white space" relationships, to generate and develop ideas, pursue opportunities and close sales.
• Play a leadership role in pursuits, provide client insights to inform the development of proposals, often coordinating these pursuits with Deloitte cross-disciplinary teams.
• Work closely with Deloitte's Lead Client Service Partner (LCSP) / Client Business Unit Leader(s) to ensure that the client business and financial plan(s) are developed, monitored and that pursuit processes are consistently executed across the account.
• Provide account and pursuit teams with deep knowledge of the client's engagement history, culture, organizational structure, competitive landscape and differentiators from the client's perspective.
• Utilize broad understanding of Deloitte's service offerings and POVs to identify and co-develop holistic, tailored solutions to address client needs.

The Team

Transparency, innovation, collaboration, inclusion, sustainability: these are the hallmark issues shaping government initiatives today. Deloitte's GPS practice is passionate about making an impact with lasting change. Carrying out missions in the GPS practice requires fresh thinking and a creative approach.

We collaborate with teams from across our organization in order to bring the full breadth of Deloitte, its commercial and public-sector expertise, to best support our clients. Our aspiration is to be the premier integrated solutions provider in helping to transform the Government marketplace.

The GPS Enabling Areas team provides top notch support to Deloitte's internal business units by developing new products and services to sustain competitive advantage, while consistently improving our existing collection of systems, processes, and functions.

Required Qualifications

• Experience as a relationship and/or business development manager serving state and local clients.
• Strong professional services sales management knowledge.
• At least 5 years' experience with a proven track record doing capture and sales.
• Bachelor's Degree.
• Working knowledge of competitive and teaming landscape; proven ability to assemble teams, teaming relationships.
• Expertise driving call plans and developing value propositions.
• Experience in relationship building that increases account penetration and leads to increased revenue opportunities with new and existing clients.
• Demonstrable ability to leverage pre-existing network of clients or contacts in the marketplace.
• Success in playing a leading role within an account team framework (i.e., working effectively with Lead Client Service Partners, Service Line/Industry leaders, practitioners and other business development professionals).
• Ability to influence and lead cross-functional teams in client pursuits.
• Strong background in crafting and delivering proposals.
• Demonstrable ability to leverage pre-existing network of vendor solution partners in the marketplace.
• Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future.
• Should be based in Commonwealth of Massachusetts or willing to re-locate.
• Ability to travel 10-20%, on average, based on the work you do and the clients and industries/sectors you serve.

Preferred Qualifications

• Proven work experience with the Commonwealth of Massachusetts government.
• Working relationships with Commonwealth of Massachusetts local government leaders.

Key Skills/Competency

• Business Development
• Client Relationship Management
• Professional Services Sales
• Government & Public Services (GPS)
• Account Management
• Proposal Development
• Strategic Planning
• Revenue Generation
• Networking
• Cross-functional Leadership