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

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. 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 alliance's 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)