Business Development Executive-Infor & Enterprise Asset Management

Grant Thornton - Atlanta, Georgia
5/30/2018 6:37:06 AM

Grant Thornton is collaborative, entrepreneurial and on the move. As part of a dynamic global organization of 42,000 people serving clients in more than 120 countries, we have the agility and focus it takes to be a leader.

Infor Business Development Executive

Grant Thornton and Infor, the third-largest provider of enterprise business software, agreed to a business relationship in which Grant Thornton will join Infor’s Network Alliance Partner program to offer its software products to our clients. The Business Development Executive (BDE) initiates, qualifies (ensures the prospect fits with the firm’s strategic direction) and develops new business with target organizations to meet or exceed pre-agreed-upon sales goals.
As a relationship-oriented sales executive, this position is responsible for generating new business opportunities for Grant Thornton within the Advisory Business Consulting and Technology business line. The BDE, working under the direction of the Infor practice leadership and in collaboration with the Infor Alliance Manager, focuses on a defined list of new prospect targets, as well as a select number of existing accounts where there is significant potential for additional revenue expansion. Additionally, the BDE works closely with local office leadership to align pursuit efforts to target account lists and office priorities/initiatives.

The ideal candidate is a sales or business development professional within professional services or software fields; has a “roll-up-your-sleeves” mindset; brings a solid understanding of cloud technology; adds value through a basic understanding of enterprise systems and the business drivers behind them; and is located within a geography relevant to the Infor practice leadership. They should have an established network of contacts in the commercial / private sector; healthcare or manufacturing is a plus. The individual must be self-motivated and have the ability to significantly advance awareness of the firm within the Infor ecosystem, as well as increase brand visibility to prospects and clients on a national basis.

Primary Responsibilities

Identify, qualify and pursue new sales opportunities at prospects and select existing client accounts.
Organize and execute a multifaceted sales plan, including cold-calling, phone, fax, email and mail campaigns, to effectively make direct contact with prospects.
Build effective and collaborative relationships with the key decision-makers within the prospect organizations.
Identify winning strategies by understanding the client’s needs, challenging the status quo and creating opportunities for Grant Thornton to partner.
Participate in sales presentations of Grant Thornton products and services, and conduct face-to-face meetings with prospects.
Develop account strategy and plan that best leverages Grant Thornton’s resources to meet the prospect’s business needs and issues.
Participate in trade organizations and informal networks to develop, build and sustain a robust set of professional relationships.
In partnership with marketing, execute events and other outreach campaigns in order to identify and engage targets, and build the Grant Thornton brand in the marketplace.
Understand the short- and long-term needs and challenges of prospective accounts and how Grant Thornton’s services can address those issues.
Participate with a team of Grant Thornton partners, senior managers and marketing professionals in the pursuit process that moves prospects through all stages of the sales process.
Work with local office service line leaders to maximize cross-selling opportunities.
Negotiate and participate in pricing strategy to make Grant Thornton competitive.
Regularly (daily) and consistently use CRM system to ensure that data reporting, customer information and sales activity/pipeline are up to date.
Develop strong and mutually beneficial business relationships.
Additional Responsibilities
Support new service development through research, alliance/marketing plan development, literature creation and development of marketing materials
Differentiate firm’s services from competitors through written documentation, strategy development and presentations – SWOT, competitive analysis, key message platform, and market trends
Grow mindshare for the firm’s Enterprise Resource Planning (ERP), Enterprise Asset Management (EAM) Supply Chain Management (SCM) and Human Capital Management (HCM) practices within the INFOR ecosystem
Evaluate and initiate membership with industry-relevant associations to develop new lead sources.
Supervisory Responsibilities
No supervisory responsibilities.



Verbal Communication - Speaks clearly and calmly during positive and challenging situations; practices active listening to understand explicit directions and implicit needs.
Written Communication - Writes clearly and with distinction; creates professional, high quality documents with proper grammar, punctuation and spelling. Creates effective data visualizations to present numerical data and summaries in an insightful and informative manner.
Analytical Problem Solving - Identifies, gathers and analyzes data for problem and opportunity identification. Uses data to clarify and validate business requirements, proactively identifying issues and proposing alternate solutions to resolve challenging opportunities.
Interpersonal Skills - Successfully navigates through ambiguity, recognizing when and how to effect change or adapt. Focuses on driving positive outcomes; open to new and innovative ideas.
Team Building – Engages in a transparent teaming environment to support project goals and objectives, balancing team goals against individual objectives.
Productivity - Demonstrates effective self-management by good time management, team integration, assimilation of knowledge, workload capacity, task prioritization and identification of critical dependencies.
Education and Experience
Bachelor’s degree; advanced degree/MBA is a plus.
Over 10 years of business development/sales experience in professional services and/or complex solutions selling environments; Big Four, advisory and/or regional accounting/consulting experience is a plus.
Proven record of success in building new relationships and closing new sales with executive-level business buyers.
Broad-based knowledge of Grant Thornton’s offerings and services.
INFOR Partner Network certifications are a plus
Computer Skills
Strong working knowledge of Microsoft Office (Outlook, Excel, PowerPoint and Word) and CRM systems (Microsoft Dynamics preferred)


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Founded in Chicago in 1924, Grant Thornton LLP (Grant Thornton) is the U.S. member firm of Grant Thornton International Ltd., one of the world’s leading organizations of independent audit, tax and advisory firms. Grant Thornton has revenues in excess of $1.3 billion and operates 58 offices across the U.S., with more than 565 partners and 8,000+ employees.

Grant Thornton works with a broad range of publicly- and privately-held companies, government agencies, financial institutions, and civic and religious organizations. Core industries served include consumer and industrial products, financial services, not-for-profit, private equity, and technology. Grant Thornton focuses on serving dynamic organizations that pursue growth holistically — whether through revenue improvement, leadership, mission fulfillment or innovation.

It is Grant Thornton’s policy to promote equal employment opportunities. All personnel decisions, including, but not limited to, recruiting, hiring, training, promotion, compensation, benefits and termination, are made without regard to race, creed, color, religion, national origin, sex, age, marital status, sexual orientation, gender identity, citizenship status, veteran status, disability or any other characteristic protected by applicable federal, state or local law.

Requisition ID: 038466

Atlanta, GA
Atlanta, Georgia

It is the policy of the firm to promote equal employment opportunities. All personnel decisions, including, but not limited to, recruiting, hiring, training, promotion, compensation, benefits and termination, are made without regard to race, creed, color, religion, national origin, sex, age, marital status, sexual orientation, gender identity, citizenship status, veteran status, disability, or any other characteristic protected by applicable federal, state, or local law.

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