Key Account Executive - Government Services

RSM•Charlotte, NC

3d•Hybrid

About The Position

RSM US LLP is seeking to add a Key Account Executive to our Enterprise Sales Organization to focus on growing our comprehensive suite of audit, tax, and consulting services. The Key Account Executive is responsible for driving sales growth and expansion within the Carolinas territory in the United States, with a primary focus on existing government services and public sector-focused client accounts. This role builds trusted relationships with current clients, identifies whitespace and cross-sell opportunities, and expands single-service or limited-scope engagements into broader, integrated partnerships across RSM’s assurance, tax, consulting, risk advisory, technology, cybersecurity, government contract compliance, and transformation capabilities. Serving as a strategic advisor, the Key Account Executive coordinates internal resources to deliver solutions aligned to the needs of government services entities across North Carolina and South Carolina, including public sector agencies, government contractors, education, infrastructure, and organizations operating in regulated or publicly funded environments. The position is central to strengthening client loyalty, increasing wallet share, expanding RSM’s government services presence in the Carolinas, and supporting the organization’s overall business objectives.

Requirements

Bachelors or Master's degree in business, accounting, or related discipline; OR direct relevant prior sales experience.
CPA or CFA a plus.
7+ years of account management, strategic account leadership, or sales experience within professional services, management consulting, accounting, government services, public sector, or government contractor markets.
Deep working knowledge of professional services delivery for government services clients, including assurance, tax, consulting, risk advisory, government contract compliance, cybersecurity, technology modernization, and operational transformation; ability to speak credibly about service capabilities, methodologies, and client outcomes.
Strong consultative selling and relationship-building expertise; ability to diagnose government services client challenges, align solutions to procurement and compliance requirements, and articulate ROI, mission impact, risk reduction, and value propositions.
Mastery of strategic account planning, multi-threaded relationship management, and account health assessment frameworks.
Excellence in cross-functional coordination and internal stakeholder management; demonstrated ability to align and mobilize internal teams (partners, practice leads, consultants, delivery professionals) around client success and revenue objectives.
Advanced proficiency with M365, CRM analytics, and business intelligence tools; ability to extract insights from account data and use metrics to drive decision-making.
Excellent communication, presentation, and negotiation skills; ability to craft compelling value narratives for C-suite audiences and close complex, multi-service deals.
Proven ability to build executive-level relationships, navigate complex public sector and government contractor organizational structures, and influence senior decision-makers in financial, operational, procurement, compliance, or strategic functions.
Direct experience cross-selling or expanding services within a professional services, consulting, government services, or public sector-focused environment, with evidence of sustained success growing account wallet share and navigating procurement or contract renewal processes.

Responsibilities

Develop and execute comprehensive strategic account plans for 8–15 assigned existing government services accounts in the Carolinas territory, including North Carolina and South Carolina public sector agencies, government contractors, education, infrastructure, and organizations serving state, local, and publicly funded markets; establish clear revenue targets, relationship milestones, procurement timing, and cross-sell initiatives aligned with firm growth objectives.
Conduct quarterly account reviews with internal stakeholders across audit, tax, consulting, risk advisory, government contract compliance, technology, and industry subject matter experts to identify expansion opportunities, share competitive intelligence, and design integrated solutions for government services clients.
Establish and maintain executive relationship mapping for each account, identifying decision-makers, influencers, procurement leaders, program owners, compliance stakeholders, and finance executives to enable multi-threaded engagement across complex public sector and government contractor environments.
Lead the transition of single-service government services clients into multi-service partnerships by connecting client challenges to RSM’s integrated capabilities in assurance, tax, consulting, risk, technology, cybersecurity, compliance, and transformation advisory.
Drive year-over-year organic revenue growth within assigned existing Carolinas government services accounts through renewals, upsells, cross-sells, and the pursuit of new service opportunities. Target 10–15% annual account growth, with particular emphasis on expanding wallet share and cross-functional service penetration across North Carolina and South Carolina clients.
Identify and qualify high-value expansion opportunities within existing Carolinas government services clients, including government contracting compliance needs, grant and funding requirements, audit readiness, cybersecurity and risk priorities, procurement modernization, technology transformation, operational improvement, and public sector reporting obligations.
Develop and present government services-focused value propositions to senior executives and public sector stakeholders, leveraging industry benchmarking, regulatory insights, funding trends, mission outcomes, and quantifiable ROI scenarios to justify expanded services.
Forecast and manage the expansion revenue pipeline, including opportunity sizing, probability weighting, contract vehicle or procurement timing, proposal milestones, and close forecasting for expanded government services engagements; deliver quarterly pipeline reviews.
Serve as the primary point of contact and strategic business partner for assigned existing government services accounts across the Carolinas, building trust-based relationships grounded in deep understanding of client missions, government contractor business models, procurement constraints, compliance expectations, regional priorities, and measurable client outcomes.
Conduct quarterly business reviews and executive business reviews with client leadership, presenting account performance summaries, service delivery outcomes, relevant government services trends, procurement or funding considerations, risk and compliance observations, and recommendations for enhanced value and expanded engagement.
Maintain a consistent contact cadence through strategic calls, emails, conferences, association engagement, and in-person visits focused on understanding evolving government services priorities, monitoring account health, and proactively identifying emerging challenges or expansion triggers.
Build and nurture multi-threaded relationships across multiple business units, departments, and geographies within client organizations to reduce single-point-of-contact risk and increase wallet share.
Secure client advocacy through executive testimonials, case study development, and referral generation; cultivate referenceable relationships for thought leadership and new business development.
Lead the identification and launch of cross-service initiatives that position RSM as the integrated advisor of choice for government services clients, combining assurance, tax, consulting, risk advisory, government contract compliance, cybersecurity, technology, and operational transformation capabilities to address mission-critical challenges.
Collaborate with practice leaders, subject matter experts, and delivery teams to design and scope integrated solutions that leverage RSM's full breadth of capabilities and industry depth.
Manage the internal sales process, including coordinating proposal development, supporting RFP/RFI responses, managing competitive assessments, aligning compliance and risk considerations, and orchestrating multi-practice involvement in client meetings to present unified government services solutions.
Track and report on product/service line penetration within each account, establishing goals for adoption of new services and monitoring progress toward multi-service partnership status.
Develop and monitor relationship depth, contract renewal status, procurement and recompete timelines, competitive threats, service delivery trends, compliance risks, and client satisfaction indicators.
Proactively identify at-risk accounts and design interventions (increased executive engagement, service recovery initiatives, enhanced value delivery) to prevent churn and stabilize relationships.
Work closely with delivery teams, audit partners, and consulting leads to ensure service delivery excellence, client satisfaction, and measurable outcomes against agreed success criteria.
Manage contract renewals, recompete planning, and renegotiations, ensuring on-time execution and leveraging renewal conversations as opportunities to expand scope, add adjacent services, and strengthen long-term positioning in government services accounts.
Develop deep government services industry and Carolinas market expertise for assigned accounts, staying abreast of North Carolina and South Carolina public sector funding trends, procurement developments, regulatory changes, contract compliance requirements, risk priorities, workforce pressures, digital modernization, and peer benchmarks relevant to each client’s market.
Bring curated government services insights, thought leadership, benchmarking data, procurement intelligence, compliance considerations, and best practice recommendations to client conversations, positioning RSM as a strategic thought partner and trusted advisor.
Identify and communicate competitive threats, contract recompetes, policy shifts, market disruptors, or emerging public sector business challenges that create opportunities for expanded RSM engagement.