We are the leading provider of professional services to the middle market globally, our purpose is to instill confidence in a world of change, empowering our clients and people to realize their full potential. Our exceptional people are the key to our unrivaled, culture and talent experience and our ability to be compelling to our clients. You’ll find an environment that inspires and empowers you to thrive both personally and professionally. There’s no one like you and that’s why there’s nowhere like RSM.
RSM is seeking a Strategic Business Alliances Business Development Director to join our Enterprise Sales team. This role is responsible for sales and revenue growth through the assigned strategic business alliance of Microsoft. This role will use consultative, co-selling skills along with a deep understanding of your assigned SBA to achieve revenue growth targets. This role is expected to find new business and opportunities through co-selling with your assigned SBA and smoothly transition opportunities to the aligned sales team member such as Industry BD, Account Manager, Enterprise Account Leader, or as directed. The SBA Business Development Director will work closely with your aligned strategic business alliances leader and practice leaders internally for overall go to market strategy and execution.
ESSENTIAL DUTIES
Sources and qualifies new opportunities through assigned SBA
Create a sales plan for your assigned SBA that is designed to drive growth of related practice areas and fits within the overarching alliance plan as directed by your aligned SBA COE lead
Position RSM as the strategic alliance of choice to assigned SBA
Be a firmwide champion for your assigned SBA and serve as a catalyst across the sales teams, especially for business development, account management, presales, and pipeline development
Actively network with your assigned SBA to create new relationships and strengthen existing relationships, including any aligned professional affiliations, industry groups and relevant centers of influence
Develop and nurture relationship with assigned SBA to drive larger impact for clients and facilitate matchmaking to drive opportunities
Collaborates with internal stakeholders to establish quality SBA connections and orchestrate processes to set expectations and generate trust
Manages co-selling activities for assigned SBA to drive joint pipeline, including joint account planning and targeting
Conducts frequent pipeline reviews with joint sellers and proactive engagement to ensure right prioritization and pipeline coverage to support joint targets
Lead a monthly sales review to ensure scale, growth, and execution
Leverage available incentives and programs to ensure deal acceleration and execution
Provide support in driving top key deals to deliver revenue impact to the business and deal coaching
Work closely with aligned strategic business alliances leader, marketing, and practice leads to develop effective go-to market plans
Collaborates with sales enablement and sales training to create and maintain training materials
Leverages the voice of the SBA to identify and alleviate key success blockers, supports removing blockers and communicates overall feedback relative to the market
Maintains and stays up to date on sales compliance processes in accordance with your assigned SBA and RSM compliance policies
EDUCATION/CERTIFICATIONS
Bachelor’s or associate degree (preferred)
TECHNICAL/SOFT SKILLS
Strong business acumen, communication, organizational and analytical skills (required)
Strong written, verbal and presentation skills (required)
Experience working with Microsoft 365 applications for internal communication and collaboration (preferred)
Experience working with CRM applications such as Microsoft
Dynamics 365 or similar for sales tracking and report generation (preferred)
Self-motivation
EXPERIENCE
8+ years selling professional services or technology products or services
Experience working with [the alliances either indirectly or directly (required)
Active network of contacts within the alliances ecosystem
Experience working with modular sales organization where focus and activities are divided by the firm’s needs and objectives (preferred)
Demonstrated ability to work with practice leaders and other internal stakeholders to build strong coalitions and ongoing collaboration (preferred)
Experience working in the middle market
Experience navigating legal, regulatory, independence and risk management policies and procedures (preferred)
At RSM, we offer a competitive benefits and compensation package for all our people. We offer flexibility in your schedule, empowering you to balance life’s demands, while also maintaining your ability to serve clients. Learn more about our total rewards at https://rsmus.com/careers/working-at-rsm/benefits.
All applicants will receive consideration for employment as RSM does not tolerate discrimination and/or harassment based on race; color; creed; sincerely held religious beliefs, practices or observances; sex (including pregnancy or disabilities related to nursing); gender; sexual orientation; HIV Status; national origin; ancestry; familial or marital status; age; physical or mental disability; citizenship; political affiliation; medical condition (including family and medical leave); domestic violence victim status; past, current or prospective service in the US uniformed service; US Military/Veteran status; pre-disposing genetic characteristics or any other characteristic protected under applicable federal, state or local law.
Accommodation for applicants with disabilities is available upon request in connection with the recruitment process and/or employment/partnership. RSM is committed to providing equal opportunity and reasonable accommodation for people with disabilities. If you require a reasonable accommodation to complete an application, interview, or otherwise participate in the recruiting process, please call us at 800-274-3978 or send us an email at careers@rsmus.com.
RSM does not intend to hire entry level candidates who will require sponsorship now OR in the future (i.e. F-1 visa holders). If you are a recent U.S. college / university graduate possessing 1-2 years of progressive and relevant work experience in a same or similar role to the one for which you are applying, excluding internships, you may be eligible for hire as an experienced associate.
RSM will consider for employment qualified applicants with arrest or conviction records. For those living in California or applying to a position in California, please click here for additional information.
At RSM, an employee’s pay at any point in their career is intended to reflect their experiences, performance, and skills for their current role. The salary range (or starting rate for interns and associates) for this role represents numerous factors considered in the hiring decisions including, but not limited to, education, skills, work experience, certifications, location, etc. As such, pay for the successful candidate(s) could fall anywhere within the stated range.
Compensation Range: $147,000 - $260,700Individuals selected for this role may be eligible for sales commissions and a discretionary bonus based on firm and individual performance.
About
RSM is a global network of assurance, tax, and consulting experts with a significant presence worldwide. It boasts offices in over 120 countries and has a team of 57,000 professionals, emphasizing a client-centric approach deeply rooted in understanding the specific needs of each business. This approach enables RSM to empower clients to move forward confidently and realize their full potential. The firm offers a range of services, including audit and assurance, consulting, tax, risk advisory, IFRS, restructuring, transaction, and business and financial advisory solutions. They also provide specialized services like wealth management, IT consulting, legal advisory, forensic accounting, and human resource consulting. Their focus is on instilling confidence in a world of change, ensuring they provide more than just expert advice - they deliver a unique experience of being understood and supported through various business challenges and opportunities.
RSM US LLP, a member of the global RSM network, particularly focuses on the middle market in the United States and Canada. It stands as the fifth-largest accounting firm in the United States. Founded in 1926 by Ira B. McGladrey, the firm has grown significantly over the years, employing more than 17,000 professionals across 93 cities in the U.S. and Canada, with additional offices in India and El Salvador. Headquartered in Chicago, RSM US offers a wide range of services, including audit, tax, management consulting, risk advisory, technology consulting, and financial advisory services. The firm's history is marked by significant mergers and strategic shifts, including its separation from H&R Block and the subsequent reunification of its two entities, McGladrey & Pullen and RSM McGladrey. In 2015, the firm rebranded from McGladrey to RSM US LLP as part of a global rebranding initiative.
Military Support
Our VALOR (Veterans and Allies Leading Outreach) employee network group (ENG) encourages the recruitment, retention and success of veterans, active/reserve military members and their families within RSM and local communities. VALOR provides many resources to support the development of these individuals, while leveraging their skill sets to serve our clients.
VALOR supports and promotes advocacy for its members in their RSM and military aspirations. Members keep one another apprised of news and opportunities, and support employees still serving in the military when they’re deployed. VALOR supports local, regional and national activities to provide professional development, leadership skills, networking, business development and more to its members.
Commitment to inclusion:
We devote a full-time team exclusively to our culture of inclusion efforts to drive inclusion with our people, clients and the community. In addition, thousands of our people devote time to related internal initiatives, as well as to marketplace and community programs.
At RSM, we believe inclusion starts with “I.” This means each individual at RSM is committed to advancing racial understanding and inclusion across the firm and within our communities. To support our activities, we are sharing our internal resources for the benefit of our clients and others who want to drive meaningful change and create a more equitable future.
At RSM, we're all about a Power of Being You culture where each of us can bring our authentic selves to work each day. Understanding is at the core of our brand and it starts by understanding our people and their unique talents and aspirations. And when we all bring our individual talents and insights together, it strengthens our teams and enhances the insights we can provide to our clients. That’s the power of being understood, that’s the power of being you and that's one of the many reasons we champion an inclusive workplace.
Internships and RSM Excellence Academy
At RSM, you’ll be valued as an individual while interning with our firm. We recognize your accomplishments and unique potential, and mentor you as a future leader. By working directly with RSM professionals and leaders, you’ll move quickly along the learning curve to jump-start your career in accounting, consulting, or another part of the business.
Internships include orientation and training where interns will be prepared to work in client service through a combination of formal and informal training. Interns will recieve hands on expereince working with a variety of clients, while teaming up with RSM colleagues and leaders. RSM will provide interns with lunch-and-learn workshops, sporting events, and community service projects. Interns will gather with thier peers and co-workers to develop both personally and professionally. Interns ill be paired with both a navigator and a career advisor to help transition into their new role. The navigator is a peer aligned with you to help with questions. The career advisor ensures your experience meets your expectations and that you’re doing the right things to work toward that job offer.
The RSM Excellence Academy consists of a three-day summer leadership conference with a stipend and the opportunity to participate in an internship with RSM during the following summer. The Excellence Academy is open to all qualified students who are three years from graduation. The Excellence Academy is designed to align with RSM’s strategic pillar of driving an unrivaled, inclusive culture and talent experience. We recognize efforts of inclusivity and intend to develop outstanding business, accounting, and technology students for internships and full-time employment. Participants will have an opportunity to build relationships that will assist them in their educational and career development. We hope that this experience will provide students with an overall understanding of the professional services industry, RSM’s culture and the advantages of working in the middle market.