Strategic Business Alliances Business Development Director - ServiceNow (Location Flexible)

About the role

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 ServiceNow. The position uses consultative, co-selling skills and a deep understanding of the assigned SBA to achieve revenue growth targets, find new business and opportunities through co-selling, and smoothly transition opportunities to aligned sales team members such as Industry BD, Account Manager, Enterprise Account Leader, or as directed. The SBA Business Development Director will work closely with the aligned strategic business alliances leader and internal practice leaders on overall go-to-market strategy and execution.

Responsibilities

• Source and qualify new opportunities through the assigned SBAs
• Create a sales plan for the assigned SBA designed to drive growth of related practice areas and align with the overarching alliance plan as directed by the aligned SBA COE lead
• Position RSM as the strategic alliance of choice to the assigned SBA
• Champion the assigned SBA firmwide and serve as a catalyst across sales teams, especially for business development, account management, presales, and pipeline development
• Actively network with the assigned SBA to create new relationships and strengthen existing relationships, including aligned professional affiliations, industry groups, and relevant centers of influence
• Develop and nurture relationships with the assigned SBA to drive larger impact for clients and facilitate matchmaking to drive opportunities
• Collaborate with internal stakeholders to establish quality SBA connections and orchestrate processes to set expectations and generate trust
• Manage co-selling activities for the assigned SBA to drive joint pipeline, including joint account planning and targeting
• Conduct 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 and provide deal coaching
• Work closely with the aligned strategic business alliances leader, marketing, and practice leads to develop effective go-to-market plans
• Collaborate with sales enablement and sales training to create and maintain training materials
• Leverage the voice of the SBA to identify and alleviate key success blockers, support removing blockers, and communicate overall feedback relative to the market
• Maintain and stay up to date on sales compliance processes in accordance with the assigned SBA and RSM compliance policies

Qualifications

• Bachelor’s or associate degree (preferred)
• 8+ years selling professional services or technology products or services
• Experience working with the alliances either indirectly or directly (required)

Skills

• Strong business acumen, communication, organizational, and analytical skills (required)
• Strong written, verbal, and presentation skills (required)
• Self-motivation
• Active network of contacts within the alliance’s ecosystem
• Experience working in the middle market
• Demonstrated ability to work with practice leaders and other internal stakeholders to build strong coalitions and ongoing collaboration (preferred)

Preferred Skills

• Experience working with Microsoft 365 applications for internal communication and collaboration
• Experience working with CRM applications such as Microsoft Dynamics 365 or similar for sales tracking and report generation
• Experience working with modular sales organizations where focus and activities are divided by the firm’s needs and objectives
• Experience navigating legal, regulatory, independence, and risk management policies and procedures

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.