Business Development and Growth Executive (USCG & DHS)
Business Development and Account Management | Strategic Relationship Management
Arlington/Rosslyn, Virginia, United States
Position Summary
Are you driven by a passion for spearheading industry-leading business development initiatives? Do you excel in cultivating business relationships with clients in the United States Coast Guard (Coast Guard) and within the Department of Homeland Security (DHS)? 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.
Role summary
Deloitte Services LLP is seeking a high performing candidate, based in or near Washington, DC to pursue and develop strategic relationships within the Coast Guard Client Business Unit. Candidates should have strong relationship management skills to open doors and build new client and partner relationships that are deep and durable. Candidates should have a proven track record in selling professional services, an entrepreneurial spirit, and relevant industry experience (preferably with the Coast Guard, Department of Homeland Security, or other Law Enforcement agencies). In this role, candidates will have responsibility for relationship and business development, as well as sales for the wide range of services offered by Deloitte's US subsidiaries.
The individual is responsible for building the relationship between Deloitte and the client, helping to market Deloitte's services and capabilities, as well as the planning and penetration of target areas within the client's organization.
As the CRE, you will:
- Build trusted advisor relationships with key client executives through content-driven discussions aligned to the client's priorities and relevant trends
- Develop a broad understanding of Deloitte’s capabilities to bring the best Deloitte resources to address client issues
- Demonstrate valuable industry/sector perspective with consideration of the client’s mission and translating those insights into opportunities
- Identify creative ideas for new products and services for the client
- Establish relationships with other businesses and product vendors within the client’s ecosystem to drive additional "sell with" and "sell through" opportunities
- Lead strategic processes and discussions based on the client history, organization challenges, regulatory, and decision processes
- Identify and influence key decision-makers at all levels within the client organization
- Navigate the sales cycle, from opportunity identification, through solutioning and storyboarding, identifying contract vehicles, coordinating teaming/alliance partners, aligning on price to win, to close and warm hand-off to the delivery team
Co-location / presence expectation
This role requires a strong, visible Washington, DC presence and be available for market events anywhere in the US, with flexibility based on pursuit and client needs.
The team
Our client’s missions and the technologies, skills and solutions needed to support them are evolving at a faster pace than ever. Deloitte’s GPS practice is passionate about making an impact with lasting change. Supporting our clients’ drive to be increasingly effective, remaining ahead of adversaries’ capabilities requires fresh thinking and a creative approach.
We collaborate with teams from across our organization 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.
Required qualifications
- Experience as a former military Coast Guard officer or Coast Guard civilian with deep domain expertise in Coast Guard mission, operations, and systems. Experience building and cultivating relationships within the Coast Guard
- At least 5 years’ recent experience, with a proven track record of capture and sales directly driving business growth, within the Department of Homeland Security with preference on Coast Guard.
- Working knowledge of the Coast Guard and DHS competitive and teaming landscape; proven ability to assemble teams, teaming relationships
- Bachelor’s Degree
- Expertise in 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
- Ability to influence and lead cross-functional teams in client pursuits
- Strong background in crafting and delivering proposals
- Excellent spoken, written communication, interpersonal, and relationship building skills
- Ability to travel 10-20%, on average, based on the work you do and the clients and industries/sectors you serve
- Must be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the future
- Located in the Washington, DC area
Preferred qualifications
- MBA or Masters Equivalent
- Additional experience of selling to Command, Control, Communication, Computer, Cyber and Intelligence (C5I) organizations
- Experience of selling a broad range of services including AI and data, human capital, financial management and direct mission support services including support to the intelligence and planning functions
- Serving in a leading role within an account team framework (i.e., working effectively with Account Leaders, Offering leaders, practitioners and other business development professionals)
- Active Public Trust from Coast Guard or DHS
You may also be eligible to participate in a CRE incentive program, whereby you may be eligible to receive certain incentive compensation amounts based on achievement of certain sales goals set forth each year, subject to the terms and conditions of any applicable program document.
EA_ExpHire, EA_GPS_ExpHire, #LI-JK2
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**Benefits**
At Deloitte, we know that great people make a great organization. We value our people and offer employees a broad range of benefits. Learn more about what working at Deloitte can mean for you.
**Our people and culture**
Our inclusive culture empowers our people to be who they are, contribute their unique perspectives, and make a difference individually and collectively. It enables us to leverage different ways of thinking, ideas, and perspectives, and bring more creativity and innovation to help solve our clients' most complex challenges. This makes Deloitte one of the most rewarding places to work.
Our purpose
Deloitte’s purpose is to make an impact that matters for our people, clients, and communities. At Deloitte, purpose is synonymous with how we work every day. It defines who we are. Our purpose comes through in our work with clients that enables impact and value in their organizations, as well as through our own investments, commitments, and actions across areas that help drive positive outcomes for our communities. Learn more.
**Professional development**
From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to build new skills, take on leadership opportunities and connect and grow through mentorship. From on-the-job learning experiences to formal development programs, our professionals have a variety of opportunities to continue to grow throughout their career.
As used in this posting, "Deloitte" means Deloitte Services LP, a subsidiary of Deloitte LLP. Please see [www.deloitte.com/us/about](http://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.
Requisition code: 328603
Job ID 328603