DHS Sales Executive, Associate Director

Location:

McLean, Baltimore, Arlington, Washington

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Our Business Development function brings together business, sector, and account knowledge along with EY competencies and solutions to meet unique client needs. The GPS Sales organization shapes and drives an integrated sales strategy across EY's largest accounts, industry sectors, solutions, and services, while demonstrating and achieving market leadership through a client centric culture.

As a Sales Executive (SE) supporting the US Department of Homeland Security (DHS) in EY’s Government & Public Sector you'll focus on identifying, qualifying, and winning large net-new competitive pursuits. Focus areas include all EY’s capabilities with emphasis on technology solutions. You'll apply your deep understanding of your client's issues and challenges, leveraging the firm's capabilities to originate and drive new business opportunities, increasing revenue, and deepen customer relationships.

You'll contribute to the account strategy and relationship development across EY’s Government & Public Sector (GPS) business.

• Prospecting and lead generation (i.e., demand generation)
• Develop and manage a multi-year sales pipeline.
• Client relationship management.
• Develop compelling win strategies and remain engaged through contract award.
• Sales presentations and sales process management include developing and presenting gate review (i.e., deal enablement) content for the qualification phase.
• Negotiations of teaming agreements with industry partners, ability to support negotiations of terms and conditions.
• Spend approximately 80% of your time actively engaging with your clients.
• Spend approximately 20% of your time on strategy and management initiatives.

You'll need to thrive in a matrixed organization, balancing the needs of the client against business initiatives and goals. Your ability to develop and build networks will be instrumental in connecting with colleagues across the leadership team and service lines to drive a coordinated market effort. With natural coaching skills, you'll inspire others with your actions in the market. You'll be a trusted advisor to the EY account lead (GCSP) and the account team, acting in a consultative manner.

You'll be the catalyst that pulls stakeholders together to drive strategic initiatives and enable revenue growth.

• 10-12+ years’ experience as a business development executive.
• A proven record of selling complex technology solutions to "C" level executives in the Federal space, specifically at the Department of Homeland Security (DHS).
• Established and trusted relationships across key federal agencies, including ICE, DHS OCIO, USCIS FDNS, TSA, Coast Guard, CBP, and Law Enforcement with both executive leadership (C-suite) and influential mid-career professionals who shape mission-critical requirements, development strategies, and procurement decisions.
• Industry relationships with potential teaming partners, alliances, MBE/WBE small businesses, and competitors.
• Outstanding client management and relationship skills, strong executive presence and influencing skills.
• Solid understanding of the marketplace, industry, competitive intelligence, and account information.
• Demonstrated expertise in managing and resolving conflict.
• Bachelor’s Degree

• Strong coaching and mentoring skills.
• Team selling experience.
• Eligible for U.S. security clearance

In our search for an exceptional Sales Executive, we prioritize an individual contributor who is dedicated to originating and securing new deals. This role demands the ability to manage larger, more strategic accounts that present significant sales and revenue potential. The ideal candidate will adeptly navigate complex sales cycles, engaging with multiple client stakeholders to drive successful…