Strategic Business Alliance COE Director (Finance Automation)

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RSM US LLP is looking for a dynamic Strategic Business Alliances COE Director to join the organization! The Strategic Business Alliances Finance Automation COE Director is part of our Strategic Business Alliances Center of Excellence (“SBA COE”). The Finance Automation SBA COE Director is responsible for driving overall revenue growth within your assigned strategic relationships such as Workiva, BlackLine, FloQast and other Finance Automation relationships, while demonstrating value in helping meet the needs of our clients. This position will focus on accelerating our strategic business alliance relationships, working closely with sales and service line leaders to generate pipeline and new opportunities, and contribute to our firm’s success

Responsibilities:

Relationship Management

• Be an extension of the assigned alliance(s) RSM practice leader(s), GTM leader(s), and extended leadership to advance the business of the alliance through orchestrating all RSM professionals in multiple functions around the defined strategy
• Manage the overall daily activities and relationship health with assigned alliance(s)
• Serve as the primary contact for alliances, channel, and partner development roles and has in-depth knowledge of the business of the assign strategic alliance(s)
• Establishes strong executive relationships between RSM and alliance(s) and ingrains RSM into the business of the alliance(s)
• Foster and develop relationships with RSM service line and capability leaders to champion alliances and scale services through distinct GTM offerings that span across multiple service lines
• Orchestrate engagement between RSM and alliance(s), across sales, presales, account management, pipeline development, marketing, and cross-functional teams to drive incremental opportunities, and influence revenue growth

• Gains access to alliance, sales and executive leadership resulting in prioritized partner status

Strategy and Growth

• Position RSM as the first-choice strategic alliance to drive growth and new opportunities
• Work closely with RSM practice and GTM leaders and sales to identify and execute strategic priorities, including priority markets, offerings and sales strategy
• Activates and influences go-to-market plans, offerings and initiatives with extended RSM team, including education and awareness of offerings

• Drives joint pipeline activities, supports joint account planning, client initiatives, and collaborates with member firms across the RSM global network
• Bring overall awareness of alliance programs, tiering and incentives aligned to RSM and communicate any programmatic updates or changes
• Advise on resell and commercial incentive strategies
• Collaborate with sales enablement and marketing to develop content and assets and for joint offerings, pitch decks, solution overviews, playbooks, and case studies with sales enablement to develop content and assets and for joint offerings, pitch decks, solution overviews, playbooks, and case studies

Performance Management

• Coordinates with internal RSM stakeholders to ensure successful participation in alliance programs including all aspects ranging from tiering, incentives, 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
• Partner with Enterprise Sales to 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
• 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

• Other duties as assigned

Required Qualifications:

• Bachelor’s degree or equivalent experience
• 10+ 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 at or with your assigned relationships (Workiva, BlackLine, FloQast)
• 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 Dynamics 365 or similar (preferred)
• Demonstrated ability to drive new approaches (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 [email protected].

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.

Individuals selected for this role may be eligible for sales commissions and a discretionary bonus based on firm and individual performance.