Sales Vice President, Strategic Relationship Management – Client Relationship Executive - Airforce

Deloitte is seeking a high-performing Client Relationship Executive (CRE) with a proven track record of developing net new business within the U.S. Air Force. The role focuses on strategic relationship development and pipeline creation across the U.S. Air Force enterprise, building trusted advisor relationships and driving the front end of the sales cycle.

Responsibilities:

• 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
• 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
• 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
• 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
• 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 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

Requirements:

• 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
• 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