Strategic Business Alliances Business Development Director - CyberArk/SailPoint (Location Flexible)

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.

About the role

RSM is seeking a Strategic Business Alliances Director to join our North America Sales, Strategic Business Alliances Center Business Development team to accelerate growth for our service line through our strategic business alliances with CyberArk and Sail Point. This position will work closely with functional teams across all service lines, finance, operations, sales, and marketing to achieve operational excellence. The Strategic Business Alliances team is responsible for driving overall revenue growth with our strategic relationships while demonstrating value to help meet the needs of our clients.

Responsibilities

• Relationship Management
  • Manage the overall daily activities and relationship health for third-party alliance companies
  • Serve as the primary contact for alliances, channel, and partner development managers
  • 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
• Strategy and 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 for joint offerings, pitch decks, solution overviews, playbooks, and case studies
• Performance Management
  • 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
  • Maintain an accurate joint pipeline for alliances
  • 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
  • Assist to develop alliance tools, improve process and procedures to align best practices
  • Support legal and risk teams for all contractual requirements, business cases, and negotiate agreements where necessary with the extended team
• Other duties as assigned

Requirements

• Bachelor’s degree or equivalent experience
• 8+ years professional experience in alliance management and sales
• Track record of success resulting in joint realization of relationship goals (market penetration, revenue, pipeline, etc.)
• Strong written, verbal and presentation skills
• Demonstrated track record of working with external strategic alliances in the co-development of priorities/objectives shared by the firm and building external relationships
• Demonstrated ability to work with practice leaders and other internal stakeholders to build strong coalitions and ongoing collaboration

Preferred Qualifications

• Experience working with external company(s) executives and field sales
• Professional services industry experience
• Experience navigating legal, regulatory, independence and risk management policies and procedures
• Project management experience

Benefits

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 maintaining your ability to serve clients. Learn more about our total rewards.

Pay

Compensation Range: $147,000 - $260,700. Individuals selected for this role may be eligible for sales commissions and a discretionary bonus based on firm and individual performance.