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Advisory Director Client Relationship Executive - Outsourcing

About the position

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. This leader serves as a client growth strategist and Advisory deal architect — translating complex client needs into integrated, market-facing Advisory solutions and mobilizing cross-functional teams to deliver measurable outcomes. Embedded within the Outsourcing solution, this leader is focused on helping clients modernize how work gets done through accountable delivery models that combine strategic advisory, digital innovation, automation, and specialized talent to improve speed, efficiency, and measurable ROI across shared services, finance, IT, HR, customer service, and industry-specific operations. Operating at the intersection of solution strategy, pursuit leadership, and executive relationship management, this leader shapes how capabilities are packaged, positioned, and activated in the market. The primary responsibility of this role is to originate new business opportunities, develop executive relationships, build pipeline, and drive revenue growth. Solution development, delivery strategy, and service line expertise will be supported by GT's subject matter experts and practice leaders.

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.
Responsible for building and maintaining a strong pipeline, connecting with, and building strong relationships with business executives, and coordinating subject matter experts to support sales opportunities and client pursuits.
Build an extensive portfolio of service-related opportunities by identifying and anticipating 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.
Develop plans and activities that create and accelerate market awareness, interest, and conversion among prospects, clients, and industry influencers.
Participate in Advisory services sales presentations and executive working sessions; facilitate alignment across stakeholders.
Maintain strong executive altitude in client conversations (Board/C-suite), aligning Advisory pursuits to growth, risk, profitability, and performance priorities.
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.
Model GT's commitment to quality, integrity, and trust in all client interactions.

Requirements

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.
Must demonstrate experience in hunting new logo accounts by attending networking events, executing outbound campaign strategy, and developing partner relationships.
Responsible for building your own pipeline and driving opportunities to close in on to meet/exceed sales expectations.
Stay current on BPO trends and provide 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. Should understand the value proposition of Nearshore vs Offshore outsourcing model.
Ability to articulate the value proposition of nearshore outsourcing, shared services, managed services, and technology modernization solutions.
Working knowledge of modern Advisory domains (e.g., CFO Advisory, Business Consulting, Risk Advisory, Technology Modernization, Transactions, AI, Outsourcing).
Strong commercial acumen: qualification discipline, win strategy, pricing, negotiation, and executive storytelling.
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.
Travel up to ~25%, variable by portfolio.

Nice-to-haves

MBA or other advanced degree preferred.
Experience selling and structuring multi-year programs (including managed services / outsourcing / shared services models) preferred.

Benefits