Strategic Business Alliance COE Director (Finance Automation)

RSM•Chicago, IL

About The Position

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. There’s no one like you and that’s why there’s nowhere like RSM. 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

Requirements

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

Nice To Haves

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)

Responsibilities

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
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
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