Sales Vice President, Strategic Relationship Management - Client Relationship Executive - Airforce (San Diego)

Position Summary






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 summaryDeloitte 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 growthBuild and execute a 2–3+ year opportunity-centric account plan focused on net new revenueTarget HQ USAF (HAF/SAF), Major Commands (ACC, AFMC, AMC, AFSOC, PACAF, USAFE), PEOs, and program offices to establish new relationshipsMaintain structured call plans and relationship maps, driving frequent, content-led engagements that generate qualified opportunitiesServe as a day-to-day BD leader, partnering with LCSP/LCP, subaccount leaders, contracts, and offering teams to drive growthDevelop deep client and mission understandingBuild 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 dynamicsTranslate policy, funding, and mission trends into actionable opportunity hypotheses and engagement strategiesLead content-driven discussions with senior stakeholders focused on mission outcomesApply market, competitor, and teaming insightMaintain situational awareness of the DoD competitive landscape, including primes, integrators, and non-traditional entrantsIdentify and develop “sell with / sell through” teaming relationships aligned to USAF buying behaviorsProvide competitive intelligence to inform go/no-go decisions, win themes, and price-to-win strategiesShape teaming constructs that strengthen Deloitte’s positioning and compliance postureLeverage contract vehicles and acquisition strategiesMaintain working knowledge of IDIQs, GWACs, BPAs, OTAs, and consortia relevant to USAFAdvise on vehicle selection, acquisition timing, and task order strategy to accelerate awardsTrack emerging vehicles and acquisition pilots to enable early positioning and requirement shapingCoordinate with contracts and capture teams to integrate acquisition strategy early in pipeline developmentPosition Deloitte’s services and offeringsDevelop 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 solutionsCollaborate with offering leaders to shape pilots, POVs, and prototypes for USAF use casesChannel client feedback into offering refinement and go-to-market strategyLead opportunity management and sales executionLead early-stage sales: identification, qualification, shaping, and solution framingSupport and often coordinate cross-functional pursuit teamsDevelop value propositions, discriminators, and win themes tied to mission impactTrack pipeline health, forecast accuracy, and win rates, adjusting strategy as neededThe successful candidate would possess these skillsAbility to work independently and collaborate as part of a teamEffective written and verbal communication skillsMeticulous attention to detail and quality of work productAbility to build and sustain professional relationshipsAbility to lead projects or workstreamsAbility to manage and prioritize multiple tasks in a fast-paced and dynamic environmentStrong interpersonal skills and professional demeanorAbility to meet deadlinesAbility to mentor and provide clear guidance to othersThe TeamDeloitte’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.QualificationsRequired 10+ years of experience in business development and/or relationship management within Federal defense marketsProven track record of originating and closing net new business with senior government stakeholdersExperience leading capture efforts for complex, multi-year engagementsStrong understanding of DoD/USAF acquisition processes and contract vehiclesExperience developing and managing teaming relationships across primes, mid-tier, and small businessesDemonstrated ability to operate within an account team model.Strong executive presence with ability to engage General Officers, SES, and senior civiliansBachelor’s degreeSecurity clearance level: SecretMust be legally authorized to work in the United States without the need for employer sponsorship, now or at any time in the futureAbility to travel 20%, on average, based on the work you do and the clients and industries/sectors you servePreferred Direct experience supporting or working within the U.S. Air ForceExisting senior-level network across HAF, SAF, MAJCOMs, PEOs, and program officesExperience selling across AI, cloud, cyber, digital engineering, and mission support domainsAdvanced degree (MBA, MPA, or equivalent)Prior experience as a CRE or senior BD leader within a Federal or defense accountSecurity clearance level: Top Secret / SCICo-location / presence expectationThis 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.






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As used in this posting, Deloitte means Deloitte Services LP, a subsidiary of Deloit]]> <