Business Development Director - Risk Consulting

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 looking for a dynamic Business Development Director to join our growing team of identity and access management (IAM) professionals to identify, target and develop client and prospect relationships across the US and Canada. The Business Development Director will be responsible for driving growth of the Firm's IAM professional services across North America, all with a focus spanning our suite digital identity capabilities within our Security & Privacy Risk Consulting (SPRC) practice with a cross-industry focus.

The Business Development Director is responsible for leading all aspects of the sales process, including systematic prospect targeting, develop of strategic accounts list, client development relationship plans, development of opportunity-specific sales strategy, and selection of pursuit teams and assisting with "quarterbacking" the entire sales process. This individual will build and maintain account centric strong sales pipelines and forecasts associated to substantiated opportunities, prepare and facilitate presentations/proposals as well as close sales and work with delivery teams to finalize engagement letters and statements of work with our clients and prospects. The Business Development Director will work closely with various Consulting leaders, with a specific focus on collaborating with the SPRC practitioners, in co-leading IAM growth efforts through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations. Additionally, the Business Development Director will work with the national SPRC growth champions to identify, develop, nurture, and target key strategic accounts across North America.

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 record of accomplishment in selling professional services.

Responsibilities:

• Sourcing and qualifying 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 business.
• 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.
• A primary focus on driving IAM services and also support the identification of cross-selling opportunities to new and existing clients where appropriate.
• Work closely with local and national marketing resources to develop effective, targeted go-to-market plans for the IAM practice.
• Work closely with National Sales Organization management to provide ongoing, current feedback relative to market opportunities.
• Identify and develop a diverse supply chain from which we create and manage strategic partnerships.
• Work with SPRC and IAM practice leaders to establish and develop go-to-market channels with key vendors.
• SPRC offerings include providing assessment, advisory, implementation and managed services across: attack surface management, resilience & recovery, secure cloud, architecture & engineering, application security, detect & respond, strategy & risk, compliance & governance, digital identity and emerging technologies.

Basic Qualifications:

• Bachelor's degree preferred, or equivalent experience.
• Minimum of 10+ years of experience with demonstrated success in selling professional services to corporations with revenues ranging from $200 million to over $5 billion+.
• Minimum of 2+ years of experience representing identity and access management services, either in the financial services, state and local government, health care, government contracting, industrials, TMT (technology, media and telecom) and consumer products industries.
• Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers including but not limited to the Chief Information Officer, Chief Information Security Officer, Chief Privacy Officer, General Counsel, Chief Financial Officer, Chief Operations Officer
• Demonstrated experience working with, and contacts within the middle to upper market, broadly defined as companies with revenues of $200 million to $5 billion+.
• Demonstrated network of COI's (Centers of Influence) to include IAM vendors and other professional services relationships that could be leveraged to identify opportunities.
• Demonstrated expertise to drive a complex, sale cycle from identification through the close of deals.
• Ability to actively participate in the proposal, engagement letter 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.
• Prior experience assisting with the development and execution of digital marketing campaigns.
• Excellent influence and negotiation skills; strong executive presence and business acumen.
• Must be motivated and self-disciplined; must possess strong time management skills.
• Travel is required (local and overnight when appropriate).

Preferred Qualifications:

• Active network of identity and access management vendor contacts as well as general cybersecurity, risk management and business contacts focused on IT / cyber risk management.
• Demonstrated involvement and activity with trade associations, diverse professional organizations, and civic and/or non-profit groups in the identity and access management community.
• Exhibit exceptionally strong communication, presentation, analytical and organizational skills.
• Experience working for Big Four, or other national firms, as well as IAM boutiques a significant plus.

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.