Are you driven by a passion for spearheading industry-leading business development initiatives? Do you excel in cultivating business relationships with clients across the Department of Veterans Affairs (VA)? 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, with particular emphasis on the Veterans Health Administration (VHA).
Role summary
Deloitte Services LLP is seeking a high performing candidate, based on the East Coast to pursue and develop strategic relationships within the VA account, with a primary focus on the Veterans Health Administration (VHA) 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 within VA and, ideally, deep familiarity with VHA's clinical, health IT, and benefits-delivery mission (experience across VA's other component business units OIT and VBA, is also highly desirable). 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 VHA and the broader VA enterprise.
As the CRE, you will:
- Build trusted advisor relationships with key VHA and VA executives through content-driven discussions aligned to the client's clinical, benefits, and modernization priorities
- 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, small businesses and product vendors within the VA ecosystem to drive additional "sell with" and "sell through" opportunities
- Lead strategic processes and discussions based on the client's history, organizational challenges, regulatory environment, and decision processes across VHA and VA
- 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
The successful candidate would possess these skills
- Ability to work independently and collaborate as part of a team
- Effective written and verbal communication skills
- Meticulous attention to detail and quality of work product
- Ability to build and sustain professional relationships
- Ability to lead projects or workstreams
- Ability to manage and prioritize multiple tasks in a fast-paced and dynamic environment
- Strong interpersonal skills and professional demeanor
- Ability to meet deadlines
- Ability to mentor and provide clear guidance to others
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.
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.
Required qualifications
- At least 10 years' experience as a relationship and/or business development manager within Federal Health and/or the Department of Veterans Affairs, focused on professional services and associated technologies
- Recent experience, with a proven track record of capture and sales directly driving business growth at VA, with significant experience within the Veterans Health Administration (VHA)
- Working knowledge of the VA and VHA competitive and teaming landscape; proven ability to assemble teams and 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
- Ability to obtain and maintain a Public Trust clearance (VA suitability determination); prior experience supporting federal health clients preferred
Preferred qualifications
- MBA or Masters Equivalent
- Additional experience across VA's other component business lines — Office of Information and Technology (OIT) and Veterans Benefits Administration (VBA) — is desirable
- Specific experience working within or alongside VHA
- Experience selling a broad range of services including AI and data, human capital, financial management, and direct mission support services including clinical operations, patient scheduling, and health IT modernization
- 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)
The wage range for this role takes into account the wide range of factors that are considered in making compensation decisions including but not limited to skill sets; experience and training; licensure and certifications; and other business and organizational needs. The disclosed range estimate has not been adjusted for the applicable geographic differential associated with the location at which the position may be filled. At Deloitte, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range is 186,500 to $ 311,000.
Professionals in the GPS CRE Channel may apply and be considered for the role regardless of US office location.
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.