Key Account Executive

Key Account Executive

RSM US LLP is seeking to add a Key Account Executive to our Enterprise Sales Organization to focus on growing our comprehensive suite of audit, tax, and consulting services. The Key Account Executive is responsible for driving growth within major client accounts by fostering strong relationships, understanding client needs, and applying experience with global accounts, multinational organizations, and publicly traded company environments to identify strategic opportunities. This role focuses on identifying and pursuing cross-sell opportunities, actively converting single-service engagements into integrated partnerships by promoting RSM's assurance, tax, and consulting offerings. Serving as a strategic advisor, the Key Account Executive coordinates internal resources to deliver comprehensive solutions, including global tax, compliance, reporting, and advisory services relevant to complex multinational and public company clients. The position is central to strengthening client loyalty, expanding executive-level relationships, and supporting the organization's overall business objectives, with particular emphasis on clients operating in industries aligned with RSM US LLP's key sectors, including financial services, healthcare, construction and real estate, manufacturing, technology, and food and beverage.

Responsibilities:

Strategic Account Leadership & Planning

• Develop and execute comprehensive strategic account plans for 8–15 assigned key accounts, establishing clear revenue targets, relationship milestones, and cross-sell initiatives aligned with firm growth objectives.
• Conduct quarterly account reviews with internal stakeholders (audit, tax, consulting partners, subject matter experts) to identify expansion opportunities, share competitive intelligence, and design integrated service solutions.
• Establish and maintain executive relationship mapping for each account, identifying decision-makers, influencers, and key stakeholders across the C-suite and operational functions to enable multi-threaded engagement.
• Lead the transition of single service line clients (audit-only, tax-only, or consulting-only) into multi-service partnerships by connecting client business challenges to RSM's integrated capabilities in assurance, tax, and consulting.

Revenue Growth & Expansion

• Drive year-over-year organic revenue growth within assigned accounts through renewals, upsells, cross-sells, and the pursuit of new service opportunities. Target 10–15% annual account growth, with particular emphasis on cross-functional service expansion.
• Identify and qualify high-value expansion opportunities, including gaps in service utilization, unmet business needs, and industry-specific challenges that align with RSM's portfolio (e.g., integration of tax planning with transaction advisory, risk consulting with compliance audits).
• Develop and present multi-service value propositions to C-suite executives, leveraging industry benchmarking, peer case studies, and quantifiable ROI scenarios to justify investments in expanded services.
• Forecast and manage the expansion revenue pipeline, including opportunity sizing, probability weighting, and close forecasting for expanded service engagements; deliver quarterly pipeline reviews.

Client Relationship & Engagement

• Serve as the primary point of contact and strategic business partner for assigned key accounts, building trust-based relationships grounded in deep industry knowledge, insight into the client's business model, and demonstrated commitment to their success.
• Conduct quarterly business reviews (QBRs) and executive business reviews (EBRs) with client leadership, presenting account performance summaries, service delivery outcomes, industry trends impacting the client, and recommendations for enhanced value and expanded engagement.
• Maintain consistent contact cadence through strategic calls, emails, and in-person visits focused on understanding evolving client needs, 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, combining expertise from audit/assurance, tax strategy, and consulting/advisory to address client's highest-priority business challenges.
• Collaborate with practice leaders, subject matter experts, and delivery teams to design and scope integrated solutions that leverage RSM's full breadth of capabilities and industry depth.
• Manage the internal sales process, including coordinating proposal development, managing competitive assessments, and orchestrating multi-practice involvement in client meetings to present unified solutions and demonstrate firm capabilities.
• 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, competitive threats, usage trends, 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 and renegotiations, ensuring on-time renewal execution and leveraging renewal conversations as opportunities to expand scope and service offerings.

Market & Industry Insights

• Develop deep industry expertise for assigned accounts, staying abreast of industry trends, regulatory changes, market dynamics, and peer benchmarks relevant to each client's sector.
• Bring curated industry insights, thought leadership, benchmarking data, and best practice recommendations to client conversations, positioning RSM as a strategic thought partner and trusted advisor.
• Identify and communicate competitive threats, market disruptors, or emerging business challenges affecting clients that create opportunities for expanded RSM engagement.

Required Qualifications:

• Bachelor's or Graduate degree (preferred) in related field of study, or equivalent work experience. CPA, CFA, or relevant industry credential a plus.
• 7+ years of account management, strategic account leadership, or sales experience within professional services, management consulting, accounting, or mid-market B2B services, preferably serving Industrials clients.
• Deep working knowledge of professional services delivery, including audit, assurance, global tax, consulting, advisory, or similar services, with the ability to speak credibly about service capabilities, methodologies, regulatory considerations, and client outcomes for complex domestic, multinational, and public company clients
• Strong consultative selling and relationship-building expertise; ability to diagnose client business challenges, design tailored solutions, and articulate ROI 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 C-level relationships, navigate complex organizational structures, and influence senior decision-makers in financial, operational, or strategic functions.
• Direct experience in cross-selling or multi-service expansion within a professional services or consulting environment, with evidence of sustained success growing account wallet share.
• Required experience working with global accounts, multinational organizations, and/or publicly traded company clients, including familiarity with global tax priorities, complex compliance needs, financial reporting considerations, and the coordination required across tax, audit, advisory, and client leadership teams.
• Preferred industry background in one or more sectors that align with RSM US LLP's key industry focus areas, including financial services, healthcare, construction and real estate, manufacturing, technology, and food and beverage; demonstrated ability to translate sector-specific business, regulatory, and market dynamics into relevant client opportunities.