Pipeline Development Specialist Senior - Management Consulting

Indianapolis
Business Development/Sales

Job Description

Req ID: req25513

Pipeline Development Specialist Senior - Management Consulting Summary:

Position Summary

The Pipeline Development Specialist Senior position is responsible for driving revenue growth for the North American Sales organization. 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 multi-prong efforts is to generate and nurture leads to become qualified potential business opportunities for business developers and respective stakeholders, including marketing, partners and principals.

Responsibilities

• 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
• 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.

Minimum Requirements

• Bachelor's Degree in sales, marketing, business preferred; or equivalent experience
• 3-5 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 strongly preferred
• 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 leadership roles or reporting lines
• 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 other RSM teams to promote technology solutions required

You want your next step to be the right one. You've worked hard to get where you are today. And now you're ready to use your unique skills, talents and personality to achieve great things. RSM is a place where you are valued as an individual, mentored as a future leader, and recognized for your accomplishments and potential. Working directly with clients, key decision makers and business owners across various industries and geographies, you'll move quickly along the learning curve and our clients will benefit from your fresh perspective.

Experience RSM US. Experience the power of being understood.

RSM is an equal opportunity/affirmative action employer. Minorities/Females/Disabled/Veterans.

Location Street Address: 1 American Square, Suite 2800, Indianapolis, IN 46282-0029 USA
Region: Great Lakes Region
Position Type: Experienced
Job Type: Full Time
Degree Required: None
Travel Required: No
Sponsor candidates who are not eligible to work in US: No
Requisition ID: req25513