Pipeline Development Analyst Senior - NetSuite

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 US LLP is looking for a dynamic Pipeline Development Analyst Senior to join the North American Sales organization. The Pipeline Development Analyst Senior position is responsible for driving revenue growth for the North American Sales organization with a specific focus on supporting the NetSuite part of the practice. This position works closely with national/regional business development and marketing leaders and is responsible for generating qualified opportunities utilizing a variety of channels and methods, including making outbound calls/emails to potential prospects, creating and executing marketing nurture campaigns and events, fostering relationships with third party vendors/partners and advocating to internal firm channels to promote the firm’s solutions. The goal of these multiprong efforts is to generate and nurture leads to become qualified potential business opportunities for business developers and respective stakeholders, including marketing, partners and principals.

ESSENTIAL DUTIES

• Delivery of qualified, quality opportunities to business developers and firm stakeholder
• Researching and qualifying new business leads via online research and initiation of contact with potential clients
• Qualifying inbound inquiries produced from marketing and lead generation campaigns into qualified opportunities to ensure that valuable sales time is focused on high probability leads
• Performing intelligence gathering on prospects and targets in alignment with marketing
• Working closely and collaborating with RSM Technology partners, vendors, and marketing to educate and execute marketing campaigns, strategize on sales targets. and attend partner events to identify prospects
• Nurturing assigned relationships with RSM Technology partners, sales and marketing teams
• Working with local, regional and national marketing team(s) to prioritize efforts, refine selling strategies, share results and plan next steps
• Supporting all sales and marketing initiatives to grow sales of firm’s services from net-new prospects and clients
• Work with Industry team leaders to devise pipeline strategy and coverage and initiate outreach through interaction with client account contacts
• Collaborate with appropriate marketing personnel on campaigns, events and webinars and provide market-facing feedback to assist 
  with the improvement of the firm’s marketing efforts and assess Return on Investment (ROI) of campaigns.
• Track and enter all research efforts into the firm’s CRM system
• Responsible for identifying, developing, and nurturing pipeline and opportunities on target accounts
• Mentoring Pipeline Development Team members
• Other duties as assigned

EDUCATION/CERTIFICATIONS

• Bachelor’s Degree in sales, marketing, business or related field preferred

TECHNICAL/SOFT SKILLS

• Highly proficient in Microsoft Office suite (Word, Excel, PowerPoint) required.
• Ability to research, analyze and interpret information required.
• CRM experience for sales and/or account management application and requirements required.
• Exceptional verbal and written communication skills required. 
• Must possess impeccable confidence conversing via phone, video conferencing and email.
• Decision making, problem solving and creative/critical thinking skills; intellectual curiosity required.
• Ability to work autonomously and be self-motivated required
• Ability to collaborate with others

EXPERIENCE

• 5-7 years of inside sales and/or direct sales or marketing experience for consultative selling in a professional services environment (services sales vs. product sales) required.
• Previous professional services industry experience required.

LEADERSHIP SKILLS

• Demonstrated ability to lead a comprehensive and often complex sales process involving multiple internal resources and external decision-makers required. 
• Leadership in this role is largely based on influence and subject matter expertise rather than formal leaders