Strategic Business Alliances Business Development Manager (Source to Pay)

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, inclusive 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 is seeking a Strategic Business Alliances Business Development Manager to join our North America Sales, Strategic Business Alliances Center of

Excellence (“SBA COE”) team. This role is responsible for sales and revenue growth through the assigned strategic business alliances for the source to pay function, such as Coupa, Tipalti, Basware, and others. This role will use consultative, co-selling skills along with a deep understanding of your assigned SBA to achieve revenue growth targets. This role is expected to find new business and opportunities through co-selling with your assigned SBA and smoothly transition opportunities to the aligned sales team member such as Industry BD, Account Manager, Enterprise Account Leader, or as directed. The SBA Business Development Manager will work closely with your aligned strategic business alliances leader and practice leaders internally for overall go to market strategy and execution.

ESSENTIAL DUTIES

• Source and qualify new opportunities through the assigned SBA relationship.
• Assemble a pursuit team of internal resources, practice leaders and sales resources while also coordinating and orchestrating the SBA relationship.
• Interact with professionals in the practice in a highly coordinated fashion.
• Manage co-selling activities and joint account planning to drive pipeline development.
• Conduct regular pipeline reviews with joint sellers and practice leaders to ensure prioritization and coverage for joint targets, effectively documenting all pipeline management.
• Position RSM as the strategic alliance of choice for your assigned SBA.
• Build and strengthen relationships with the assigned SBA, including professional affiliations, industry groups, and centers of influence.
• Serve as a firmwide champion for the SBA, acting as a catalyst across sales teams for business development, account management, presales, and pipeline growth.
• Develop a sales plan for your assigned SBA that aligns with the overarching alliance strategy and drives growth in related practice areas.
• Partner with the SBA COE lead, marketing, and practice leaders to create effective go-to-market strategies.
• Collaborate with internal stakeholders to establish quality SBA connections and build trust.
• Work with sales enablement and training teams to develop and maintain training materials.
• Leverage available incentives and programs to accelerate deals.
• Provide coaching and support for top key deals to deliver revenue impact.
• Use the SBA’s voice to identify and remove success blockers and communicate market feedback internally.
• Maintain compliance with SBA and RSM sales policies and processes.
• Other duties as assigned.

EDUCATION/CERTIFICATIONS

• Bachelor’s or associate degree (preferred)

TECHNICAL/SOFT SKILLS

• Strong business acumen, communication, organizational and analytical skills (required)
• Strong written, verbal and presentation skills (required)
• Experience working with Microsoft 365 applications for internal communication and collaboration (preferred)
• Experience working with CRM applications such as Microsoft Dynamics 365 or similar for sales tracking and report generation (preferred)
• Self-motivated and disciplined with strong time management skills (preferred)

EXPERIENCE

• 4+ years selling professional services or technology products or services (required)
• Experience working with Coupa, Tipalti, Basware, or other source to pay providers either indirectly or directly (required)
• Active network of contacts within the Coupa, Tipalti, Basware, or other source to pay providers ecosystem (required)
• Experience working with modular sales organization where focus and activities are divided by the firm’s needs and objectives (preferred)
• Demonstrated ability to work with practice leaders and other internal stakeholders to build strong coalitions and ongoing collaboration (preferred)
• Experience working in the middle market (required)
• Experience navigating legal, regulatory, independence and risk management policies and procedures (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://rsmcanada.com/careers/life-at-rsm/rewards-and-benefits.html.

RSM does not tolerate discrimination and/or harassment based on race; colour; creed; sincerely held religious beliefs, practices or observances; sex (including pregnancy or disabilities related to nursing); gender (including gender identity and/or gender expression); sexual orientation; 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 Canadian uniformed service; Canadian Military/Veteran status; pre-disposing genetic characteristics or any other characteristic protected under applicable provincial employment legislation.   

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].

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.