Product & Digital Sales Training SME (Senior Manager)

Deloitte•Atlanta, GA

About The Position

Are you ready to embrace the challenge of becoming a trusted business advisor with the opportunity to shape business strategy at one of the world's leading professional services and engineering firms? If you have experience driving product-based, solution sales and a passion for leading go-to-market growth, Deloitte's Government and Public Services (GPS) team is the perfect fit for you. Join our team of professionals in delivering strategic and tactical guidance to senior leadership, supporting our growth efforts. Work You'll Do As a Senior Manager subject matter expert in solution sales and GenAI-based digital labor in Deloitte's GPS Sales Excellence team, you will: Develop, scale, and deliver product-mindset selling training and related guidance Establish sales strategies based on outcome/milestone oriented, subscription/platform products, software as a service, and digital labor sales strategies that cover opportunity identification, qualification, shaping, pricing, selling, demo/orals, and deal closure Provide strategic guidance to senior leadership and market-facing teams to qualify such opportunities, develop differentiated competitive advantages, and weave in product-based sales strategy Work in a very matrixed environment, coordinating and integrating such efforts across account teams, government sectors, and broad range of Deloitte capabilities Foster a sales culture of innovation, encouraging creative thinking and promoting cross-functional collaboration to drive increased deal conversion and Pwin Lead and/or support bid strategy and teaming partnerships, integrating product expertise into account and proposal teams across Federal, State, Local, and Higher Education clients Collaborate with business development, contracts, corporate development, and legal teams to position for complex opportunities including both services and product/asset terms Foster partnerships with government and industry partners to support future deals Understand the market and utilize research tools to gather points of view, analyze products and companies, align with client needs, and develop Mentor team members, influence stakeholders, and manage multiple projects with attention to detail and efficiency The Team Our Enterprise Solutions Pursuits team is a collaborative group of professionals dedicated to supporting Deloitte's internal operations and strategic initiatives. Our team values diverse perspectives, continuous learning, and a supportive culture where everyone can thrive. Joining us means contributing to projects that strengthen the foundation of our organization.

Requirements

10+ years of related business development and/or delivery experience in Government, Commercial, and/or Private Sector roles
2+ years of experience in a combination of traditional/non-traditional product procurement and acquisition strategies (e.g., Product+ Services, digital FTEs, and Services-as-a-Software)
2+ years of experience with full pursuit/sales life cycle in identification, qualification, shaping, planning, estimating, pricing, demos, orals, and deal closure on procurements that center around digital labor, products, and bundled services
2+ years of experience with developing and delivering compelling product demos and “pitch & prototype” procurements
Bachelor's degree
2+ years of advanced experience with Microsoft Word, Teams, SharePoint, PowerPoint, and Excel
Ability to travel up to 30% based on the work you do and the clients and sectors you serve
Must be legally authorized to work in the United States without employer sponsorship, now or at any time in the future

Nice To Haves

4+ years of experience with a combination of traditional and non-traditional product procurement / acquisition strategies
Experience delivering product-based solutions across Government, Commercial, and/or Private Sector clients
Proven ability to establish relationships both internally and externally
Experience with the market research stage of the acquisition lifecycle, including writing or reviewing Requests for Information, Sources Sought, White Papers
Strong negotiation skills and ability to lead others

Responsibilities

Develop, scale, and deliver product-mindset selling training and related guidance
Establish sales strategies based on outcome/milestone oriented, subscription/platform products, software as a service, and digital labor sales strategies that cover opportunity identification, qualification, shaping, pricing, selling, demo/orals, and deal closure
Provide strategic guidance to senior leadership and market-facing teams to qualify such opportunities, develop differentiated competitive advantages, and weave in product-based sales strategy
Work in a very matrixed environment, coordinating and integrating such efforts across account teams, government sectors, and broad range of Deloitte capabilities
Foster a sales culture of innovation, encouraging creative thinking and promoting cross-functional collaboration to drive increased deal conversion and Pwin
Lead and/or support bid strategy and teaming partnerships, integrating product expertise into account and proposal teams across Federal, State, Local, and Higher Education clients
Collaborate with business development, contracts, corporate development, and legal teams to position for complex opportunities including both services and product/asset terms
Foster partnerships with government and industry partners to support future deals
Understand the market and utilize research tools to gather points of view, analyze products and companies, align with client needs, and develop
Mentor team members, influence stakeholders, and manage multiple projects with attention to detail and efficiency