Strategic Business Alliance COE Director - Microsoft (Location Flexible)

RSM US LLP•Boston, MA

11d•$147,000 - $260,700•Remote

About The Position

RSM is looking for a dynamic Strategic Business Alliance COE Director to join the organization. The Strategic Business Alliances Director is part of our Strategic Business Alliances Center of Excellence with a focus on Microsoft. The Strategic Business Alliances Center of Excellence is responsible for driving overall revenue growth with our strategic relationships while demonstrating value to help 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 (required)
Strong business acumen and judgement (required)
Track record of success resulting in joint realization of relationship goals (market penetration, revenue, pipeline, etc.) (required)
Strong written, verbal and presentation skills (required)
10+ years professional experience in alliance management and sales (required)
Ability to think strategically and translate strategy into execution plans (required)
Demonstrated track record of working with external strategic alliances in the co-development of priorities/objectives shared by the firm and building external relationships (required)
Demonstrated ability to work with practice leaders and other internal stakeholders to build strong coalitions and ongoing collaboration (required)

Nice To Haves

Demonstrated ability to drive new approaches (preferred)
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 Dynamics365 or similar (preferred)
Demonstrated ability to influence in a decentralized organization(preferred)
Ability to think strategically and drive new approaches (preferred)

Responsibilities

Manage the overall daily activities and relationship health for third-party alliance companies
Serve as the primary contact for alliances, channel, and partner development managers
Establishes strong executive relationships between RSM and alliances
Foster and develop relationships with RSM service line and capability leaders to champion alliances
Orchestrate engagement between RSM and alliance companies, including relationship mapping across sales, presales, account management, pipeline development, marketing, and cross-functional teams to drive incremental opportunities, and influence revenue growth
Position RSM as the first-choice strategic alliance to drive growth and new opportunities
Work closely with RSM leaders to identify and execute strategic priorities
Develops and manages go-to-market plans and initiatives with extended team, including education and awareness, and helps align the marketing strategy and campaign execution
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 aligned to RSM and communicate any programmatic updates or changes
Advise on resell and commercial incentive strategies
Collaborate with sales enablement to develop content and assets and for joint offerings, pitch decks, solution overviews, playbooks, and case studies
Manages RSM participation in alliance programs including all aspects ranging from 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
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
Support the overall Strategic Business Alliances COE plan as requested
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