Advisory Director Client Relationship Executive - IT Outsourcing

Grant Thornton is seeking an Advisory Director Client Relationship Executive within our Outsourcing solution to join the team. Approved office locations can be found below.

Job Description:

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.

Your Day-to-Day May Include:

Active Prospecting & Business Origination (Primary)

• 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, CIOs, 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 IT and business executives, and coordinating subject matter experts to support sales opportunities and client pursuits.

Opportunity Development & Pipeline Growth

• 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.

Pursuit Leadership & Win Strategy

• 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

Market Presence & Executive Connectivity

• 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.

Operational Discipline & Firm Stewardship

• 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

You Have the Following Technical Skills and 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 ITO 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.
• Must be able to engage in CIO conversations about technology and business needs.
• Strong understanding of technology trends, IT operations, cloud services, managed services, and technology-enabled business transformation.
• Ability to discuss IT organizational structures, operational challenges, and competitive dynamics within the technology services industry.
• Working knowledge of IT service management frameworks, service delivery models, automation technologies, and enterprise platforms such as ServiceNow and similar ITSM solutions.
• Ability to articulate the value proposition of nearshore outsourcing, shared services, managed services, and technology modernization solutions.
• Working knowledge of modern Advisory domains (., CFO Advisory, Business Consulting, Risk Advisory, Technology Modernization, Transactions, AI, Outsourcing)
• Experience selling and structuring multi-year programs (including managed services / outsourcing / shared services models) preferred
• 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; MBA or other advanced degree preferred.
• Travel up to ~25%, variable by portfolio

The total compensation package for this role includes base salary and bonus. The base salary range for this position is between $180,000 and $220,000. Placement within the pay range is at Grant Thornton’s discretion, and it is based on multiple factors, including but not limited to, job -related knowledge/skills, experience, business needs, progression within the role, geographic location, and internal equity. At Grant Thornton, compensation decisions are dependent upon the facts and circumstances of each position and candidate.