Are you driven by a passion for originating and shaping new business within the U.S. Air Force? Do you excel at building senior-level relationships and translating mission insight into qualified opportunities? Deloitte is seeking a high-performing Client Relationship Executive (CRE) with a proven track record of developing net new business, cultivating executive relationships, and driving complex sales within the Department of Defense.
Role summary
Deloitte Services LP is seeking a high-performing Senior Manager, based in or near key Air Force hubs, to lead strategic relationship development and pipeline creation across the U.S. Air Force enterprise.
This role is focused on net new growth—originating white-space opportunities, developing new buyer relationships, and shaping early-stage pursuits that expand Deloitte’s footprint across priority USAF missions and organizations. The CRE will serve as a visible business development leader, responsible for building trusted advisor relationships, developing opportunity-centric account plans, and driving the front end of the sales cycle.
Candidates should have a demonstrated ability to sell professional services into Federal defense clients, a deep understanding of Air Force mission and acquisition environments, and experience leading capture and pursuit activities for complex, multi-year engagements.
The individual will be responsible for building relationships between Deloitte and senior Air Force stakeholders, aligning Deloitte’s capabilities to mission priorities, and driving disciplined pipeline development and conversion.
As the CRE, you will:
Drive net new relationships and growth
- Build and execute a 2–3+ year opportunity-centric account plan focused on net new revenue
- Target HQ USAF (HAF/SAF), Major Commands (ACC, AFMC, AMC, AFSOC, PACAF, USAFE), PEOs, and program offices to establish new relationships
- Maintain structured call plans and relationship maps, driving frequent, content-led engagements that generate qualified opportunities
- Serve as a day-to-day BD leader, partnering with LCSP/LCP, subaccount leaders, contracts, and offering teams to drive growth
Develop deep client and mission understanding
- Build expertise in Air Force missions, priorities, and initiatives (e.g., ACE, ABMS, readiness, cyber, digital materiel management)
- Understand client budgeting cycles, governance structures, and decision dynamics
- Translate policy, funding, and mission trends into actionable opportunity hypotheses and engagement strategies
- Lead content-driven discussions with senior stakeholders focused on mission outcomes
Apply market, competitor, and teaming insight
- Maintain situational awareness of the DoD competitive landscape, including primes, integrators, and non-traditional entrants
- Identify and develop “sell with / sell through” teaming relationships aligned to USAF buying behaviors
- Provide competitive intelligence to inform go/no-go decisions, win themes, and price-to-win strategies
- Shape teaming constructs that strengthen Deloitte’s positioning and compliance posture
Leverage contract vehicles and acquisition strategies
- Maintain working knowledge of IDIQs, GWACs, BPAs, OTAs, and consortia relevant to USAF
- Advise on vehicle selection, acquisition timing, and task order strategy to accelerate awards
- Track emerging vehicles and acquisition pilots to enable early positioning and requirement shaping
- Coordinate with contracts and capture teams to integrate acquisition strategy early in pipeline development
Position Deloitte’s services and offerings
- Develop a broad understanding of Deloitte GPS offerings (AI/analytics, cloud, cyber, digital engineering, financial management, human capital, mission operations)
- Align client mission needs with integrated, tailored Deloitte solutions
- Collaborate with offering leaders to shape pilots, POVs, and prototypes for USAF use cases
- Channel client feedback into offering refinement and go-to-market strategy
Lead opportunity management and sales execution
- Lead early-stage sales: identification, qualification, shaping, and solution framing
- Support and often coordinate cross-functional pursuit teams
- Develop value propositions, discriminators, and win themes tied to mission impact
- Track pipeline health, forecast accuracy, and win rates, adjusting strategy as needed
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
Deloitte’s GPS practice is passionate about making an impact with lasting change. We collaborate across our organization to bring the full breadth of Deloitte to support government clients and aspire to be the premier integrated solutions provider in helping transform the government marketplace.
Qualifications
Required
- 10+ years of experience in business development and/or relationship management within Federal defense markets
- Proven track record of originating and closing net new business with senior government stakeholders
- Experience leading capture efforts for complex, multi-year engagements
- Strong understanding of DoD/USAF acquisition processes and contract vehicles
- Experience developing and managing teaming relationships across primes, mid-tier, and small businesses
- Demonstrated ability to operate within an account team model.
- Strong executive presence with ability to engage General Officers, SES, and senior civilians
- Bachelor’s degree
- Security clearance level: Secret
- 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 20%, on average, based on the work you do and the clients and industries/sectors you serve
Preferred
- Direct experience supporting or working within the U.S. Air Force
- Existing senior-level network across HAF, SAF, MAJCOMs, PEOs, and program offices
- Experience selling across AI, cloud, cyber, digital engineering, and mission support domains
- Advanced degree (MBA, MPA, or equivalent)
- Prior experience as a CRE or senior BD leader within a Federal or defense account
- Security clearance level: Top Secret / SCI
Co-location / presence expectation
This role requires a strong, visible presence within key Air Force markets and availability for client engagement and market events, with flexibility based on pursuit and mission needs.
Professionals in the GPS CRE Channel may apply and be considered for the role regardless of US office location.
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.
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.