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About the Role

RSM is seeking a Strategic Business Alliances Manager to accelerate growth for our service line through strategic business alliances with CyberArk and Sail Point. This position will work closely with functional teams across all service lines, finance, operations, sales, and marketing to drive overall revenue growth and demonstrate value to meet client needs.

Responsibilities

• Manage daily activities and relationship health for third-party alliance companies.
• Serve as the primary contact for alliances, channel, and partner development managers.
• Establish strong executive relationships between RSM and alliances.
• Foster and develop relationships with RSM service line and capability leaders.
• Orchestrate engagement between RSM and alliance companies, including relationship mapping across sales, presales, account management, pipeline development, marketing, and cross-functional teams.
• Position RSM as the first-choice strategic alliance to drive growth and new opportunities.
• Develop and manage go-to-market plans and initiatives with the extended team.
• Drive joint pipeline activities, support joint account planning, and client initiatives.
• Collaborate with member firms across the RSM global network.
• Bring overall awareness of alliance programs aligned to RSM and communicate programmatic updates.
• Advise on resell and commercial incentive strategies.
• Collaborate with sales enablement to develop content and assets for joint offerings.
• Manage RSM participation in alliance programs, including qualifications, pre-requisites, skills, and certifications.
• Drive, capture, and monitor key metrics including 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 and communication plans.
• Support the overall Strategic Business Alliances COE plan as requested.
• Assist in developing alliance tools and improving processes to align best practices.
• Support legal and risk teams for contractual requirements and to negotiate agreements.

Requirements

• Bachelor's degree or equivalent work experience.
• 6+ years of professional experience in alliance management and sales.
• 6+ years working consulting to CyberArk / SailPoint and developing relationships within that ecosystem.
• 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.
• Demonstrated ability to build strong coalitions and ongoing collaboration with practice leaders and internal stakeholders.
• Experience working with external company(s) executives and field sales.
• Professional services industry experience.
• Experience navigating legal, regulatory, independence, and risk management policies and procedures.

Skills

• Alliance management
• Sales
• Relationship management
• Go-to-market strategy
• Pipeline management
• Cross-functional collaboration
• Contract negotiation

Location

• Remote

Work Type

• Full-time

Experience Level

• 6+ years

Education Level

• Bachelor's degree or equivalent work experience

Salary/Compensations

• $102,800 - $176,000

Benefits

• Competitive benefits and compensation package
• Flexibility in schedule
• Sales commissions
• Discretionary bonus

About the Company

• RSM is 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.
• We offer an environment that inspires and empowers you to thrive both personally and professionally.

Equal Opportunity

• RSM does not tolerate discrimination and/or harassment based on race; color; creed; sincerely held religious beliefs, practices or observances; sex (including pregnancy or disabilities related to nursing); gender; sexual orientation; HIV Status; 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 US uniformed service; US Military/Veteran status; pre-disposing genetic characteristics or any other characteristic protected under applicable federal, state or local law.
• 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.
• RSM will consider for employment qualified applicants with arrest or conviction records.
• For those living in California or applying to a position in California, please click here for additional information.