Account Manager (Enterprise Managed Services)

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 Account Manager to facilitate the growth of our Enterprise Managed Services portfolio. This Account Manager role will concentrate on targeting and selling the entire suite of Managed Services in the areas of IT Infrastructure, Managed Applications, and Managed Finance, Accounting, HR, and Payroll to existing RSM managed services clients.

This position is responsible for leading all aspects of the renewal sales process to protect the install base of managed services clients, including systematic check-ins, development of opportunity-specific sales strategy, development of existing account plans, and selection of pursuit teams and "quarterbacking" the entire sales process for existing clients. However, they are also growth leaders and drive the efforts of all the Managed Services practice teams as needed through regular monthly, quarterly, or yearly in-person/web conference meetings with our existing customer base.  This role will be assigned named accounts depending on their renewal date or other strategic need as defined by the practice leadership from time-to-time. This role will also serve as an important growth leader to expand into other lines of RSM business that our Managed Services customer base requires.

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 incentive compensation plan. We are looking for a candidate that has a proven track record in selling comprehensive Managed Services portfolios across several functional areas (IT, Finance, Accounting, Tax, HR, and Payroll) as well as prior Account Management experience.

Responsibilities:

• Identify, target and sell the expanded Managed Services portfolio of capabilities to existing RSM clients.
• 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.
• Implement team strategy for maintaining existing revenue and driving new pursuits with existing client accounts.  Work with existing client accounts on new initiatives, projects, update planning, etc.
• Work with Client Servers to renew and upsell into our existing customer base.
• Actively work networking contacts, professional affiliations, and industry groups and related Centers of Influence.
• Support Partners and Directors in cross-selling additional services to existing clients where appropriate.
• Work closely with local and national marketing resources to develop effective, targeted go-to-market plans.
• Work closely with North American Sales Organization management to provide ongoing, current feedback relative to market opportunities.
• Develop and execute client account plans to take into consideration cross functional service opportunities as well as securing current services/revenue provided to the client.
• Responsible for detailing key decision makers, operating units and other relevant corporate profile information to aid in the identification of broader relationship opportunities.
• Develop and maintain a pipeline of client opportunities that meets the North American Sales Organization’s stated pipeline requirements.

Requirements:

• Bachelor's degree preferred, or equivalent experience
• Minimum of 7+ years of previous experience selling a full range of Managed Services across several functional areas
• Demonstrated experience working with a variety of industries
• Demonstrated ability to lead a comprehensive and often complex sales process involving multiple internal resources and external decision-makers.  Leadership in this role is largely based on influence and subject matter expertise rather than formal leadership roles or reporting lines
• Experience using CRM systems for sales and/or account management planning and documentation
• Formal sales process training (consultative selling, solution-based selling, complex sales or related consultative selling approaches)
• Strong executive presence and professional image and excellent negotiation skills
• Excellent phone communication and organization skills required
• Exhibit strong business acumen, skills a