Strategic Business Alliance COE Director - Microsoft Security (Location Flexible)
About the role
RSM is seeking a Strategic Business Alliance COE Director focused on Microsoft. This role is part of the Strategic Business Alliances Center of Excellence, responsible for driving revenue growth through strategic relationships and delivering value to clients.
Responsibilities
Manage the overall daily activities and relationship health for third-party alliance companies.
Establish strong executive relationships between RSM and alliances.
Foster and develop relationships with RSM service line and capability leaders to champion alliances.
Orchestrate engagement between RSM and alliance companies, including relationship mapping across sales, presales, account management, pipeline development, marketing, and cross-functional teams to drive incremental opportunities, and influence revenue growth.
Position RSM as the first-choice strategic alliance to drive growth and new opportunities.
Work closely with RSM leaders to identify and execute strategic priorities.
Develop and manage go-to-market plans and initiatives with extended team, including education and awareness, and help align the marketing strategy and campaign execution.
Drive joint pipeline activities, support joint account planning, client initiatives, and collaborate with member firms across the RSM global network.
Bring overall awareness of alliance programs aligned to RSM and communicate any programmatic updates or changes.
Advise on resell and commercial incentive strategies.
Collaborate with sales enablement to develop content and assets and for joint offerings, pitch decks, solution overviews, playbooks, and case studies.
Manage RSM participation in alliance programs including all aspects ranging from qualifications, pre-requisites, required skills and certifications.
Drive, capture, and monitor progress for key metrics including but not limited to pipeline, deals registered and influenced revenue.
Review and communicate pipeline results, bookings, and support reporting needs.
Coordinate and deliver joint business reviews, communication plan, and meeting cadences between RSM and third-party alliance.
Support the overall Strategic Business Alliances COE plan as requested.
Assists to develop alliance tools, improve process and procedures to align best practices.
Support legal and risk teams for all contractual requirements, business cases, and to negotiate the agreements where necessary with the extended team.
Requirements
Bachelor’s degree or equivalent experience (required).
Strong business acumen and judgement (required).
Track record of success resulting in joint realization of relationship goals (market penetration, revenue, pipeline, etc.) (required).
Strong written, verbal and presentation skills (required).
Demonstrated ability to drive new approaches (preferred).
Experience 10+ years professional experience in alliance management and sales (required).
Experience working with external company(s) executives and field sales (preferred).
Professional services industry experience (preferred).
Experience navigating legal, regulatory, independence and risk management policies and procedures (preferred).
Project management experience (preferred).
Experience working with Microsoft 365 applications for internal communication and collaboration, and Microsoft Excel or Power BI for reporting (preferred).
Experience working with CRM applications such as Microsoft Dynamics365 or similar (preferred).
Skills
Ability to think strategically and translate strategy into execution plans (required).
Demonstrated track record of working with external strategic alliances in the co-development of priorities/objectives shared by the firm and building external relationships (required).
Demonstrated ability to work with practice leaders and other internal stakeholders to build strong coalitions and ongoing collaboration (required).
Demonstrated ability to influence in a decentralized organization (preferred).
Ability to think strategically and drive new approaches (preferred).
Benefits
RSM offers a competitive benefits and compensation package for all our people. We provide 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.
Pay
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 - $260,700.
Schedule
Individuals selected for this role may be eligible for sales commissions and a discretionary bonus based on firm and individual performance.