Business Development Director

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.

Business Development Director – UKG

*Can be located anywhere in the continental USA*

RSM is looking for a dynamic Business Development Director to join our growing team. This Business Development Director will concentrate on selling business application solutions that support our Human Capital Solutions Consulting Service Line, with a particular focus on UKG.

The Business Development Director is responsible for leading all aspects of the sales process, including systematic prospect targeting, development of opportunity-specific sales strategy, and selection of pursuit teams and "quarterbacking" the entire sales process. This individual will build and maintain strong sales pipelines and forecasts associated to substantiated opportunities, prepare and facilitate presentations/proposals as well as close sales and finalize agreements with customers. The Business Development Director will work closely with various firm industry and line of business leaders in co-leading growth efforts through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations.

The individual in this position will have all the necessary resources to be set up for success for this career opportunity that provides a competitive base salary along with a lucrative, uncapped incentive compensation plan. We are looking for a candidate that has a proven track record in selling UKG solutions.

Responsibilities:

• Sourcing and qualifying HCM opportunities with companies currently not served by the firm.

• Responsible for executing the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure the business.

• Working with UKG to construct demonstrations of UKG application solutions.

• Actively work networking contacts, professional affiliations, industry groups and related Centers of Influence.

• Work with industry team leaders to effectively and efficiently identify and target key companies within the industry teams they support.

• Support Partners, Principals, Directors and Senior Managers in cross-selling additional services to existing clients where appropriate.

• Daily active relationship with identified UKG sales reps, sales teams and partner alliance teams to engage RSM as the implementation service provider and co-manage opportunities throughout the sales process.

• Manage implementation services requests that are initiated through Lead and Pipeline Development with UKG sales reps and Workforce Solutions practice leaders.

• Manage referrals within RSM for UKG HCM technology solution. Collaborate with internal client contacts to identify active UKG users and UKG application interests.

• Coordinate implementation services with RSM led system selection projects in our Management Consulting practice on UKG when appropriate.

• Co-sell RSM implementation services with vendor software sales rep.

• Educate prospects on value-add implementation services provided by RSM Workforce Solutions.

• Create SOW coordinating with Practice leader or assigned Consultant on specs.

• Follow up on sales process including prospect communications, redline, closing, signature coordinating with Practice leader or assigned Consultant.

• Maintain CRM daily.

Preferred Qualifications:

• Desire to work in a fast charging Sales team with large growth objectives

• Active network of C-level contacts

• Demonstrated community involvement and activity with industry associations, civic and/or non-profit groups.

• Exhibit exceptionally strong communication, presentation, analytical and organizational skills.

Basic Qualifications:

• Preferred Bachelor's Degree or equivalent experience.

• Minimum of 5+ years of previous experience selling ERP, HCM and/or CRM solutions.

• Minimum of 2+ years of previous experience selling UKG and/or Implementation Services.

• Demonstrated experience working with a variety of industries – must be capable of orchestrating a team of industry, functional, and technical experts to craft a compelling solution for a variety of clients.

• Demonstrated experience working with, and contacts within the middle market, broadly defined as companies with revenues of $20 million to $1 billion.

• Demonstrated expertise to drive a complex, sale cycle from identification through the close of deals.

• Ability to actively participate in the proposal and Statement of Work creation process.

• Experience leveraging a CRM tool for report generation and sales tracking.

• Prior experience leveraging social media technologies for networking purposes.

• Excellent influence and negotiation skills; strong executive presence and business acumen.

• Must be motivated and self-disciplined; must possess strong time management skills.

• Prior solution selling training is a plus, including programs developed by Salesforce for their respective channels.

• Prior experience in developing relationships with Technology Channel Partners, including UKG

• Travel is required (local and overnight when appropriate).

• Work closely with local and national marketing resources to develop effective, targeted go-to-market plans for the industry teams they support.

• Work closely with National Sales Organization management to provide ongoing, current feedback relative to market opportunities.

At RSM, we offer a competitive benefits and compensation package for all our people. We support and inspire you to prioritize your wellbeing by delivering personalized, holistic programming for your physical, emotional, financial and community wellbeing. RSM has a generous time off policy with at least 14 paid holidays, wellbeing days and associate and above access to self-managed time off. 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>.

RSM is proud to be an Affirmative Action and Equal Employment Opportunity employer. We are proud to provide our employees with tools to assist them in being successful in achieving both personal and professional goals. We welcome and support all our employees to thrive in an environment free of discrimination and harassment. As an Affirmative Action and Equal Opportunity Employer all applicants will receive consideration for employment as 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 (including gender identity and/or gender expression); 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; 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. 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 careers@rsmus.com.

RSM does not intend to hire entry level candidates who will require sponsorship now OR in the future (i.e. F-1 visa holders). If you are a recent U.S. college / university graduate possessing 1-2 years of progressive and relevant work experience in a same or similar role to the one for which you are applying, excluding internships, you may be eligible for hire as an experienced associate.

Compensation Range: $100,000 - $300,000

Individuals selected for this role will be eligible for a discretionary bonus based on firm and individual performance.