Pursuit & Sales Manager

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JOB SUMMARY

RSM’s Tax Technology practice is looking for a part-time Pursuit & Sales Operations Manager to join our expanding team to focus on enhancing sales enablement efforts and managing critical pursuits.  This role involves development a comprehensive sales playbook, developing pursuit content, coordinating proposal responses, and streamlining the CRM and sales reporting process.  The selected candidate works directly with the Tax Technology sales leader to support key business initiatives on a flexible, project-driven basis.

ESSENTIAL DUTIES

Pursuit & Proposal Management (30%):

• Coordinate responses to RFPs, RFIs, and other formal proposals, ensuring all submissions are accurate, timely, and tailored to the client’s needs.
• Work with cross-functional teams (sales, marketing, product) to develop proposal content, focusing on value propositions and competitive differentiators.
• Manage the proposal process end-to-end, from gathering input to finalizing submissions, ensuring quality control and alignment with client requirements.
• Develop a proposal content library for reusable material, such as templates, case studies, and standardized language for common sections.

Sales Playbook Development (20%):

• Create and maintain a dynamic sales playbook that outlines the key sales strategies, messaging, and processes for the sales team.
• Document value propositions, competitive positioning, and best practices for addressing customer objections.
• Collaborate with sales leadership to ensure the playbook aligns with the company’s overall strategy and product offerings.
• Establish process for playbook to be continuously updated to reflect new market insights, customer feedback, and product developments.

CRM Enhancement & Reporting (20%): 

• Assess and optimize the existing CRM system to ensure it effectively tracks leads, opportunities, and pipeline progress for opportunities involving tax technology.
• Improve data accuracy and reporting capabilities within the CRM, making it easier for sales teams to manage prospects and for leadership to track performance.
• Establish standardized reporting processes for sales and pursuit activities, including easily trackable metrics (e.g., win/loss rates, pipeline health, and proposal success).
• Implement new features or integrations within the CRM that enhance sales and pursuit tracking, including automated workflows, better segmentation, and reporting dashboards.

Sales/Pursuit Reporting & Tracking (20%):

• Develop regular sales and pursuit performance reports, offering insights into the health of the pipeline, the effectiveness of proposal efforts, and key win/loss analysis.
• Set up systems to track key metrics, such as sales cycle length, proposal success rates, and CRM data quality.
• Provide actionable insights from data analysis to improve pursuit strategies and optimize sales outcomes.

Cross-Functional Collaboration (10%):

• Collaborate with marketing, product, and sales teams to ensure alignment on messaging and the overall go-to-market strategy.
• Establish feedback loops with the sales team to ensure that CRM enhancements, sales playbook updates, and pursuit strategies meet their needs and drive results.

EDUCATION / CERTIFICATION REQUIREMENTS

• Bachelor's Degree (preference given to Accounting, Business, or Technology major)

JOB REQUIREMENTS

• Minimum 5 years’ relevant work experience in operations or account management (required).
• Minimum 3 years’ experience in Sales, Project Management, or Finance-focused role (required).
• Time commitment:  15 hours/week, T/W/Th 9am - 2pm (flexibility exists as changes to business and personal needs arise) (required).
• Must be capable of dealing confidently and professionally at executive level and with customers (required).
• Prior public accounting experience with mid to large size firm(s) or other professional services experience (preferred).
• Prior experience working within a national tax role in tax software, processes, or both (preferred).

SUCCESSFUL CHARACTERISTICS / SKILLS

• Understand and communicate clients’ needs and expectations, their business and industry, accounting and control systems, employees, company values and industry-related accounting and financial topics.
• Develop deep understand of the RSM tax products and implementation approach(es).
• Creative, out-of-the-box thinker capable of delivering on a long-term vision based on metrics to ensure data-based decision making. 
• Excellent analytical skills, extraordinary attention to detail, and ability to translate sophisticated concepts into language and context that are relevant to the business and vice versa. 
• Passion for technology and providing exceptional experiences both internally for our employees and externally for clients and prospects. 
• Strong ownership, bias to action, and know-how to succeed in ambiguity. 
• Ability to influence cross-functional teams without formal authority by conveying complex details in a clear, concise, and credible manner. 
• Strong people/interpersonal skills including negotiations, coaching teams through problem resolution, and encouraging shared responsibility in problem solving. 
• Familiarity with statistics and establishing metrics. 

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://rsmus.com/careers/working-at-rsm/benefits.

All applicants will receive consideration for employment as RSM does not tolerate discrimination and/or harassment based on race; color; creed; sincerely held religious beliefs, practices or observances; sex (including pregnancy or disabilities related to nursing); gender; sexual orientation; HIV Status; 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 US uniformed service; US Military/Veteran status; pre-disposing genetic characteristics or any other characteristic protected under applicable federal, state or local law.

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.

RSM does not intend to hire entry level candidates who will require sponsorship now OR in the future (i.e. F-1 visa holders). If you are a recent U.S. college / university graduate possessing 1-2 years of progressive and relevant work experience in a same or similar role to the one for which you are applying, excluding internships, you may be eligible for hire as an experienced associate.

RSM will consider for employment qualified applicants with arrest or conviction records in accordance with the requirements of applicable law, including but not limited to, the California Fair Chance Act, the Los Angeles Fair Chance Initiative for Hiring Ordinance, the Los Angeles County Fair Chance Ordinance for Employers, and the San Francisco Fair Chance Ordinance. For additional information regarding RSM’s background check process, including information about job duties that necessitate the use of one or more types of background checks, click here.

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.