Key Account Executive Government Services
Job Location:
Charlotte, NC - USA
Monthly Salary:
Posted:
Application Deadline:
Vacancies:
Job Summary
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 culture and talent experience and our ability to be compelling to our clients. Youll find an environment that inspires and empowers you to thrive both personally and professionally. Theres no one like you and thats why theres nowhere like RSM.
PLEASE NOTE: This position requires the candidate to be located within the states of North or South Carolina.
RSM US LLP isseekingto add aKey Account Executiveto our Enterprise Sales Organizationtofocus on growing ourcomprehensive suite ofaudit tax and consulting services. The Key Account Executive is responsible for driving sales growth and expansion within the Carolinas territory in the United States with a primary focus on existing government services and public sector-focused client accounts. This role builds trusted relationships with current clients identifies whitespace and cross-sell opportunities and expands single-service or limited-scope engagements into broader integrated partnerships across RSMs assurance tax consulting risk advisory technology cybersecurity government contract compliance and transformation capabilities. Serving as a strategic advisor the Key Account Executive coordinates internal resources to deliver solutions aligned to the needs of government services entities across North Carolina and South Carolina including public sector agencies government contractors education infrastructure and organizations operating in regulated or publicly funded environments. The position is central to strengthening client loyalty increasing wallet share expanding RSMs government services presence in the Carolinas and supporting the organizations overall business objectives.
Responsibilities:
Government Services Strategic Account Leadership & Planning
- Develop and execute comprehensive strategic account plans for 815 assigned existing government services accounts in the Carolinas territory including North Carolina and South Carolina public sector agencies government contractors education infrastructure and organizations serving state local and publicly funded markets; establish clear revenue targets relationship milestones procurement timing and cross-sell initiatives aligned with firm growth objectives.
- Conduct quarterly account reviews with internal stakeholders across audit tax consulting risk advisory government contract compliance technology and industry subject matter experts to identify expansion opportunities share competitive intelligence and design integrated solutions for government services clients.
- Establish and maintain executive relationship mapping for each account identifying decision-makers influencers procurement leaders program owners compliance stakeholders and finance executives to enable multi-threaded engagement across complex public sector and government contractor environments.
- Lead the transition of single-service government services clients into multi-service partnerships by connecting client challenges to RSMs integrated capabilities in assurance tax consulting risk technology cybersecurity compliance and transformation advisory.
Revenue Growth & Expansion
- Drive year-over-year organic revenue growth within assigned existing Carolinas government services accounts through renewals upsells cross-sells and the pursuit of new service opportunities. Target 1015% annual account growth with particular emphasis on expanding wallet share and cross-functional service penetration across North Carolina and South Carolina clients.
- Identify and qualify high-value expansion opportunities within existing Carolinas government services clients including government contracting compliance needs grant and funding requirements audit readiness cybersecurity and risk priorities procurement modernization technology transformation operational improvement and public sector reporting obligations.
- Develop and present government services-focused value propositions to senior executives and public sector stakeholders leveraging industry benchmarking regulatory insights funding trends mission outcomes and quantifiable ROI scenarios to justify expanded services.
- Forecast and manage the expansion revenue pipeline including opportunity sizing probability weighting contract vehicle or procurement timing proposal milestones and close forecasting for expanded government services engagements; deliver quarterly pipeline reviews.
Client Relationship & Engagement
- Serve as the primary point of contact and strategic business partner for assigned existing government services accounts across the Carolinas building trust-based relationships grounded in deep understanding of client missions government contractor business models procurement constraints compliance expectations regional priorities and measurable client outcomes.
- Conduct quarterly business reviews and executive business reviews with client leadership presenting account performance summaries service delivery outcomes relevant government services trends procurement or funding considerations risk and compliance observations and recommendations for enhanced value and expanded engagement.
- Maintain a consistent contact cadence through strategic calls emails conferences association engagement and in-person visits focused on understanding evolving government services priorities monitoring account health and proactively identifying emerging challenges or expansion triggers.
- Build and nurture multi-threaded relationships across multiple business units departments and geographies within client organizations to reduce single-point-of-contact risk and increase wallet share.
- Secure client advocacy through executive testimonials case study development and referral generation; cultivate referenceable relationships for thought leadership and new business development.
Cross-Sell & Service Integration
- Lead the identification and launch of cross-service initiatives that position RSM as the integrated advisor of choice for government services clients combining assurance tax consulting risk advisory government contract compliance cybersecurity technology and operational transformation capabilities to address mission-critical challenges.
- Collaborate with practice leaders subject matter experts and delivery teams to design and scope integrated solutions that leverage RSMs full breadth of capabilities and industry depth.
- Manage the internal sales process including coordinating proposal development supporting RFP/RFI responses managing competitive assessments aligning compliance and risk considerations and orchestrating multi-practice involvement in client meetings to present unified government services solutions.
- Track and report on product/service line penetration within each account establishing goals for adoption of new services and monitoring progress toward multi-service partnership status.
Client Success & Account Health
- Develop and monitor relationship depth contract renewal status procurement and recompete timelines competitive threats service delivery trends compliance risks and client satisfaction indicators.
- Proactively identify at-risk accounts and design interventions (increased executive engagement service recovery initiatives enhanced value delivery) to prevent churn and stabilize relationships.
- Work closely with delivery teams audit partners and consulting leads to ensure service delivery excellence client satisfaction and measurable outcomes against agreed success criteria.
- Manage contract renewals recompete planning and renegotiations ensuring on-time execution and leveraging renewal conversations as opportunities to expand scope add adjacent services and strengthen long-term positioning in government services accounts.
Government Services Market & Industry Insights
- Develop deep government services industry and Carolinas market expertise for assigned accounts staying abreast of North Carolina and South Carolina public sector funding trends procurement developments regulatory changes contract compliance requirements risk priorities workforce pressures digital modernization and peer benchmarks relevant to each clients market.
- Bring curated government services insights thought leadership benchmarking data procurement intelligence compliance considerations and best practice recommendations to client conversations positioning RSM as a strategic thought partner and trusted advisor.
- Identify and communicate competitive threats contract recompetes policy shifts market disruptors or emerging public sector business challenges that create opportunities for expanded RSM engagement.
Required Qualifications:
- Bachelors or Masters degree in business accounting or related discipline; OR direct relevant prior sales experience. CPA or CFA a plus.
- 7 years of account management strategic account leadership or sales experience within professional services management consulting accounting government services public sector or government contractor markets.
- Deep working knowledge of professional services delivery for government services clients including assurance tax consulting risk advisory government contract compliance cybersecurity technology modernization and operational transformation; ability to speak credibly about service capabilities methodologies and client outcomes.
- Strong consultative selling and relationship-building expertise; ability to diagnose government services client challenges align solutions to procurement and compliance requirements and articulate ROI mission impact risk reduction and value propositions.
- Mastery of strategic account planning multi-threaded relationship management and account health assessment frameworks.
- Excellence in cross-functional coordination and internal stakeholder management; demonstrated ability to align and mobilize internal teams (partners practice leads consultants delivery professionals) around client success and revenue objectives.
- Advanced proficiency with M365 CRM analytics and business intelligence tools; ability to extract insights from account data and use metrics to drive decision-making.
- Excellent communication presentation and negotiation skills; ability to craft compelling value narratives for C-suite audiences and close complex multi-service deals.
- Proven ability to build executive-level relationships navigate complex public sector and government contractor organizational structures and influence senior decision-makers in financial operational procurement compliance or strategic functions.
- Direct experience cross-selling or expanding services within a professional services consulting government services or public sector-focused environment with evidence of sustained success growing account wallet share and navigating procurement or contract renewal processes.
At RSM we offer a competitive benefits and compensation package for all our offer flexibility in your schedule empowering you to balance lifes demands while also maintaining your ability to serve more about our total rewards at 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/ 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 or send us an email at .
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. For those living in California or applying to a position in California please click here for additional information.
At RSM an employees 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: $147000 - $260700Individuals selected for this role may be eligible for sales commissions and a discretionary bonus based on firm and individual performance.
Required Experience:
IC
About Company
RSM US LLP is the leading U.S. provider of assurance, tax and consulting services focused on the middle market.
