Deloitte Consulting Sales Excellence Deal Lead (Enabling Senior Consultant)

Job Description

Position summary

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Deloitte Consulting – Sales Excellence, Deal Lead (Account / Engagement Advisory)

Senior Consultant Role

Consulting Sales Excellence (SE) Pricing and Commercial Deal Support (PCDS) team is seeking a Sr. Consultant to support the Account Advisory/Engagement Advisory Service Area. The Sr. Consultant will report to a Sr. Deal Lead. The Deal Lead is responsible for the development of account and pursuit-specific deal construct tools and accelerators, delivering analytics and insights, and modeling of pursuit and account commercial constructs.

Work you’ll do

The goal of the Consulting Pricing and Commercial Deal Support is to increase win rates of profitable projects by focusing on several critical dimensions:

• Acceleration: through Commercial, Pricing, MSA, and Rate Card tools – that our Partners will enjoy using
• Expertise – via Deal Coaching, Expert Pricing and MSA Rate Card Negotiators – to deploy our best people to the situations where they can make a meaningful impact
• Data – through our iPAT and other analytical tools – to equip our Partners to make better decisions faster
• Insights – via our Predictive Insights platform and Competitor Playbooks – to enable our Partners win bigger and better
• Learning – via Win/Loss and MSA Negotiation Reviews, Performance Analytics, and Direct Admit CI Interviews – to dynamically refresh our strategies, processes, data, and tools

The Account and Engagement Advisory Service Areas of Pricing and Commercial Deal Support (PCDS) are tasked with the identification, development and application of custom commercial structures that enable market-competitive solutions while meeting or exceeding profitability targets.

• Knowledgeable in engagement economics and pricing techniques, including a developing ability to advise PPMDs and Pursuit Leaders on mechanics of pricing tools and accelerators
• Supports pursuit and account teams in reflecting pricing and commercial structures in pricing tools; coaches junior team members and practice superusers on use of pricing tools
• Participates in pricing and commercial initiatives to increase the efficiency and quality of sales support to the practice, including developing tools and sales collateral and delivering internal training programs
• Supports skill development of USI Factory Pods
• Collaborates with other members of PCDS and SE

The team

The U.S. Consulting Sales Excellence (SE) practice serves the Industries, Offering Portfolios and account teams in driving sales success. SE owns the sales life cycle from Pursuit Coaching to Closing the Deal. Services housed in SE include: the Sales Executive organization, the Pursuit Center of Excellence (PCOE), Proposal Factory, Pricing & Commercial Deal Support (PCDS), Competitive Intelligence, and the Science of Winning.

The team member will be aligned to the Consulting Professional National Office, comprised of professionals with various areas of focus that collectively provide mission critical services to support Consulting’s overall success. Whether focused on project financials, quality and risk management, methods and tools, sales excellence, talent, leadership support, or other activities, these professionals ensure that our Firm operates efficiently and that our people can effectively serve clients every day. Our new Operating Model formalizes these functions so that we can continue to enhance their quality while providing our professionals a consistent talent experience and opportunities for growth.

Qualifications

• Bachelor or Master’s Degree in Management, economics, or related business discipline. A major course of study in Accounting, Economics, Finance, Information Technology, or Mathematics is also preferred
• Two years or more of pricing experience within Deloitte Consulting
• Introductory knowledge of deal construct options
• Developing professional interviewing and presentation skills
• Demonstrated critical thinking and analytic skills as well as ability to communicate both orally and in writing to an audience of senior management
• Must be able to manage multiple deadlines and work effectively as part of an interdisciplinary team
• Computer literacy is a must
• Travel required for this role is expected to be not more than 20 percent

How you’ll grow

At Deloitte, our professional development plan focuses on helping people at every level of their career to identify and use their strengths to do their best work every day. From entry-level employees to senior leaders, we believe there’s always room to learn. We offer opportunities to help sharpen skills in addition to hands-on experience in the global, fast-changing business world. From on-the-job learning experiences to formal development programs at Deloitte University, our professionals have a variety of opportunities to continue to grow throughout their career. Explore Deloitte University, The Leadership Center.

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.

Deloitte’s culture

Our positive and supportive culture encourages our people to do their best work every day. We celebrate individuals by recognizing their uniqueness and offering them the flexibility to make daily choices that can help them to be healthy, centered, confident, and aware. We offer well-being programs and are continuously looking for new ways to maintain a culture where our people excel and lead healthy, happy lives. Learn more about Life at Deloitte.

Corporate citizenship

Deloitte is led by a purpose: to make an impact that matters. This purpose defines who we are and extends to relationships with our clients, our people and our communities. We believe that business has the power to inspire and transform. We focus on education, giving, skill-based volunteerism, and leadership to help drive positive social impact in our communities. Learn more about Deloitte’s impact on the world.

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As used in this posting, “Deloitte” means Deloitte Consulting LLP, a subsidiary of Deloitte LLP. Please see www.deloitte.com/us/about for a detailed description of the legal structure of Deloitte LLP and its subsidiaries. Certain services may not be available to attest clients under the rules and regulations of public accounting.

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