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 i