Strategic Business Alliances COE Director (NetSuite)

RSM US LLP • Minneapolis, MN

1d

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 SBA COE Director to join the organization! The Strategic Business Alliances Director is part of our Strategic Business Alliances Center of Excellence. This role is responsible for driving overall revenue growth with our NetSuite, and NetSuite ecosystem 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
• 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 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

• Relationship Management 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
• Strategy and 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
• Performance Management 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

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Director