Sales and Marketing Executive

2 months ago

Phoenix, Arizona, United States RSM Full time

About RSM

RSM is a 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.

Job Summary

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

Key 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 working networking contacts, professional affiliations, industry groups, and related Centers of Influence.
  • Working with industry team leaders to effectively and efficiently identify and target key companies within the industry teams they support.
  • Supporting 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.
  • Managing implementation services requests that are initiated through Lead and Pipeline Development with UKG sales reps and Workforce Solutions practice leaders.
  • Managing referrals within RSM for UKG HCM technology solution. Collaborating with internal client contacts to identify active UKG users and UKG application interests.
  • Coordinating implementation services with RSM-led system selection projects in our Management Consulting practice on UKG when appropriate.
  • Coselling RSM implementation services with vendor software sales reps.
  • Educating prospects on value-add implementation services provided by RSM Workforce Solutions.
  • Creating SOW coordinating with Practice leader or assigned Consultant on specs.
  • Following up on sales process including prospect communications, redline, closing, signature coordinating with Practice leader or assigned Consultant.
  • Maintaining CRM daily.

Preferred Qualifications

  • Desire to work in a fast-paced 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.
  • Exhibiting 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).
  • Working closely with local and national marketing resources to develop effective, targeted go-to-market plans for the industry teams they support.
  • Working closely with National Sales Organization management to provide ongoing, current feedback relative to market opportunities.

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