Managing Director - Servicenow Markets And Solutions Lead

Servicenow Markets Lead

RSM US LLP is seeking a ServiceNow Markets Lead at the Managing Director level to drive the growth and success of our ServiceNow alliance business. This leadership role is responsible for working directly with our go-to-market team, collaborating across service lines, managing relationships with ServiceNow and key ecosystem partners, and delivering projects for key clients. The Markets and Solutions Lead will work as part of the delivery practice, focusing on expanding consulting and managed services revenue, activating the market, and ensuring operational excellence. As a Managing Director, this role also models RSM's core values and behaviors, drives profitability, and cultivates talent and client relationships.

Key Responsibilities:

Client Engagement & Delivery Leadership

• Champion client engagement by developing and nurturing trusted relationships with key accounts, stakeholders, and senior client executives.
• Lead business development activities to activate accounts, execute targeted campaigns, and originate deals that address client needs and drive partner-sourced opportunities.
• Collaborate with delivery teams and account teams to ensure alignment with client objectives and deliver tailored solutions that maximize value from the ServiceNow platform.
• Collaborate with Solution leaders to develop compelling cross-functional solutions that leverage the breadth of the ServiceNow platform.
• Continuously deliver quality work and foster client success, ensuring sustained account growth and ongoing value realization from ServiceNow investments.
• Gather and leverage client and project feedback to inform go-to-market strategies, solution development, and delivery excellence.
• Execute regular business reviews with ServiceNow and clients to assess progress, identify opportunities, and reinforce strategic partnerships.
• Build a library of client success stories and delivery credentials, showcasing the impact and value delivered to clients.

Strategic Growth & Alliance Management

• Lead the execution of GTM strategy to achieve hypergrowth targets for priority offerings, service lines, and industries.
• Build and manage relationships with ServiceNow, RSM, and alliance partners to drive pipeline and revenue growth.
• Serve as the primary conduit for RSM to ServiceNow and the partner ecosystem, coordinating partnership strategy, co-sell pursuits, and program goals.
• Foster adoption and growth of the ServiceNow practice in emerging markets and countries.
• Platform Strategy & Innovation
• Lead offering ideation, development, and collateral creation.
• Launch offerings jointly with ServiceNow into the market, to clients, and across the RSM organization.
• Define and execute "Co-" motions with ServiceNow's product business units, industry GTM, field sales, and marketing teams (e.g., co-build, co-market, co-sell).
• Drive large, strategic co-sell pursuits and support the build of ServiceNow practice and revenue.
• Talent Development & Team Leadership
• Build and lead a GTM team that combines business development, alliance relationship directors, marketing/communications, and reporting/operations.
• Collaborate with other service lines to grow joint revenue related to ServiceNow.
• Recruit, mentor, and retain a diverse, inclusive team of qualified leaders and professionals, fostering a culture of excellence and stewardship.
• Model RSM's core values of respect, integrity, teamwork, excellence, and stewardship in all interactions with clients and team members.
• Manage operational reporting, finance, and support functions such as people/recruiting and learning.

Solution Development, Market Presence & Thought Leadership

• Work with marketing to create client-focused campaign-based marketing plans and event strategies, working with ServiceNow partner and field marketing teams.
• Represent RSM in the marketplace through client-centric events, marketing, and partner offering launches.
• Demonstrate contributions to thought leadership, including speaking engagements, published content, and participation in industry events.

Managing Director-Specific Responsibilities

• Responsibility for managing P&L, including driving net services and managing to margin metrics.
• Demonstrate specialized expertise (technical, industry, or global) and readiness for executive leadership.
• Cultivate new business and market-facing activities, leveraging broad industry contacts and relationships.
• Ensure adherence to firm administrative standards and model the "5 C's" (inclusive culture, collaboration, career development, client service, and community).
• Build a dynamic, successful team and empower others to enhance their value and build successful careers at RSM.

KPI/Metrics

• Sales and revenue for ServiceNow alliance business across all service lines, consulting, and managed services.
• Individual sales contribution.
• Alliance rank and partner metrics (Impacted ACV, Certifications, PLAs, Awards, etc.).
• Profitability and margin metrics for managed services and consulting.
• Team and individual revenue metrics.

Professional Qualifications

• Bachelor's or Master's degree in business, information systems, or a related discipline.
• Minimum of 15 years of relevant professional experience, with at least 10 years in a public accounting or professional services firm focused on enterprise platforms and digital transformation.
• Proven track record of building and growing a ServiceNow practice or similar enterprise platform business.
• Deep knowledge of ServiceNow capabilities and architecture, including ITSM, ITOM, CRM, AI, IRM/GRC, HRSD, and App Engine.
• Relevant ServiceNow certifications strongly preferred (e.g., Certified System Administrator, Certified Implementation Specialist).
• Strong business development skills with demonstrated success in revenue generation and client relationship management.
• Exceptional leadership abilities with experience managing large teams and complex programs.
• Excellent communication and presentation skills, with the ability to engage effectively with senior executives and stakeholders.
• Evidence of advanced written, verbal, and presentation skills, including published thought leadership material.
• Willingness and ability to travel globally to meet client needs and participate in business development activities.