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, independe