Advisory Director Client Relationship Executive - Outsourcing

About the role

Grant Thornton is seeking an Advisory Director Client Relationship Executive (CRE) to accelerate the growth of our Outsourcing solution area, through deep, trust-based executive relationships, high-impact solution orchestration, and active daily prospecting.

Responsibilities

• Lead efforts to acquire new clients through direct individual prospecting and sales activities, including prospect identification, research, account penetration, and qualification of potential business opportunities.
• Generate demand and close sales from both existing relationships and newly developed middle market and Fortune 1000 prospects.
• Responsible for growing recurring outsourced services revenue across both middle market and Fortune 1000 accounts.
• Develop high-level executive relationships with decision makers, officers, directors, COs, and other C-suite leaders at prospective and existing client organizations.
• Build and maintain a strong pipeline, connecting with, and building strong relationships with business executives, and coordinating subject matter experts to support sales opportunities and client pursuits.
• Identify and anticipate business challenges, operational improvement opportunities, and recurring revenue opportunities.
• Position GT's full-service Advisory approach — uniting data-driven insights, technology modernization, and shared services/outsourcing to deliver speed, efficiency, and ROI at scale.
• Create and accelerate market awareness, interest, and conversion among prospects, clients, and industry influencers.
• Facilitate alignment across stakeholders during Advisory services sales presentations and executive working sessions.
• Negotiate and participate in pricing strategy to ensure GT is competitive while protecting value.
• Champion responsible, practical AI adoption in pursuit narratives, coordinating with AI and risk leaders as needed.
• Expand awareness of the firm's outsourcing, consulting, and technology capabilities through professional associations, industry events, speaking engagements, and thought leadership activities.
• Stay current on technology, outsourcing, and business trends to engage credibly with executives and identify new opportunities.
• Regularly (daily) and consistently use CRM/OneView to ensure activity, pipeline, and customer data are current and decision-useful.
• Participate in the Sales Verification Process (SVP) for all origination claims.

Qualifications

• Minimum of at least 10 years of overall sales experience with at least 5 years selling professional services to middle market and Fortune 1000 with an emphasis on BPO services.
• Proven track record as a top-producing salesperson with demonstrated success achieving and exceeding annual sales quotas.
• Experience in hunting new logo accounts by attending networking events, executing outbound campaign strategy, and developing partner relationships.
• Builds your own pipeline and drives opportunities to close in on to meet/exceed sales expectations.
• Stays current on BPO trends and provides credible knowledge and understanding of BPO to client personnel at the executive and managerial levels.
• Strong understanding of the theory and practice of back office business operations such as Accounting, Customer Service, professional services and/or outsourcing.
• Understands the value proposition of Nearshore vs Offshore outsourcing model.
• Able to articulate the value proposition of nearshore outsourcing, shared services, managed services, and technology modernization solutions.
• Experience selling and structuring multi-year programs (including managed services / outsourcing / shared services models) preferred.
• Advanced communication and presentation skills (executive-level decks, whiteboarding, facilitating decision sessions).
• Experience in managing CRM activities and sales process.
• Direct experience in professional services firms, with working knowledge of how partner-led, client-service organizations operate.
• Bachelor’s degree or equivalent professional experience required; MBA or other advanced degree preferred.