RSM

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.

ServiceNow Business Development Director

Location: Toronto

Industry focus: Public Sector, Consumer products, Insurance

Role type: Hybrid

The Business Development Director is responsible for leading all aspects of the sales process, including systematic prospect targeting, strategic client growth, development of opportunity specific sales strategy, selection of pursuit teams and "quarterbacking" the entire sales process. The business developer will concentrate on selling ServiceNow consulting services. This individual will build and maintain strong sales pipelines and forecasts associated with substantiated opportunities, prepare, and facilitate presentations/proposals as well as close sales and finalize agreements with clients. This role will work closely with various teams in leading growth efforts through direct prospecting, networking, attendance and participation with various industry and professional groups and networking associations.

The individual will be joining a highly sophisticated North American sales team and will have all the necessary resources to be set up for success. This career opportunity provides a competitive base salary along with a lucrative, uncapped incentive compensation plan. We are looking for a candidate that has a proven track record in selling ServiceNow with proven success in selling consultative services.

Responsibilities:

• Sourcing and qualifying opportunities with companies currently not served by the firm, with a particular focus on ServiceNow
• Responsible for developing and executing the sales plan and process, including coordination of all necessary internal and external resources to best position the firm to secure the business
• Work with proposal team to craft professional and persuasive proposals, with a strong emphasis on the level of detail required for public sector procurements
• Active networking with contacts, professional affiliations, industry groups and related Centers of Influence
• Work with industry team leaders to identify and target key companies within the industry team they support
• Support client server teams in cross-selling additional services to existing clients where appropriate
• Work closely with 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
• Work closely with ServiceNow Alliance Managers and RSM’s delivery leadership to align sales pursuits with delivery capabilities, co-sell strategies, and go-to-market planning.

Basic Qualifications:

• Minimum of 8+ years of experience with demonstrated success in selling professional services to corporations with revenues ranging from $20 million to over $1 billion
• Minimum of 2+ years of previous experience selling ServiceNow
• Strong business acumen
• Demonstrated experience leading complex sales processes that involve multiple team members and multiple decision makers through to the deal closing
• Demonstrated network of Centers of Influence that could be leveraged to identify opportunities
• Successful relationships with field sales representatives / Account Executives at ServiceNow
• 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
• 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 C-level contacts
• Demonstrated community involvement and activity with industry associations
• Proven experience engaging with clients in the public sector, financial services, and public sector consumer products industries
• Exhibit exceptionally strong communication, presentation, analytical and organizational skills
• Experience working for Big Four or other national firms a significant plus

At RSM, we offer a competitive benefits and compensation package for all our people. 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://rsmcanada.com/careers/life-at-rsm/rewards-and-benefits.html.

RSM does not tolerate discrimination and/or harassment based on race; colour; 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; 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 Canadian uniformed service; Canadian Military/Veteran status; pre-disposing genetic characteristics or any other characteristic protected under applicable provincial employment legislation.

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.

At RSM, an employee’s pay at any point in their career is intended to reflect their experiences, performance, and skills for their current role. The salary range (or starting rate for interns and associates) for this role represents numerous factors considered in the hiring decisions including, but not limited to, education, skills, work experience, certifications, location, etc. As such, pay for the successful candidate(s) could fall anywhere within the stated range.

Compensation Range: $100,000 - $300,000

Individuals selected for this role will be eligible for a discretionary bonus based on firm and individual performance.