Job Description:Baker Tilly's NetSuite Solutions practice is one of the fastest-growing technology consulting groups in the firm. As an Oracle NetSuite partner operating under a Transaction Management Agreement (TMA), we now sell both the NetSuite license and the implementation services that surround it - giving us a complete, differentiated offering in the mid-market ERP space.
We are hiring a Business Development Manager to own net-new pipeline creation for this practice. This is a hunting role, not an account-management role. You will build pipeline three ways: (1) sourcing net-new prospects in the open market, (2) activating Baker Tilly's internal network of audit, tax, and advisory partners to open doors into their client base, and (3) developing the Oracle NetSuite field sales relationships that drive co-sell and referral volume. Success is measured in qualified opportunities created and sourced closed-won revenue - license and services.
The role suits a self-directed seller who is comfortable operating inside a professional services firm, working an ERP sales cycle that runs three to nine months, and partnering with solution consultants and delivery leaders rather than carrying the technical demo themselves.
ResponsibilitiesPipeline creation- Net-new sourcing. Own a personal quota of qualified net-new opportunities. Identify, prospect, and qualify mid-market companies whose growth stage, systems pain, or event triggers (funding round, acquisition, QuickBooks/legacy ERP ceiling, audit finding, new CFO) make them viable NetSuite candidates.
- ICP discipline. Work an ideal-customer-profile and scoring framework rather than a spray-and-pray list. Prioritize accounts by fit, timing, and reachability; document why an account is in play.
- Campaign and event follow-up. Convert webinar registrants, conference contacts, and marketing-sourced leads into live conversations on a defined cadence. Don't let a warm lead go cold in the CRM.
Internal network activation- Cross-practice door-opening. Baker Tilly has thousands of existing audit, tax, and advisory clients that are prime NetSuite candidates. A large share of our best deals start as an internal referral. You will systematically work Baker Tilly partners and managing directors - by industry team and by geography - to surface those clients and earn the introduction.
- Referral engine. Build a repeatable rhythm (briefings, one-pagers, industry-team meeting slots, referral tracking) so that internal referrals become a predictable channel rather than an accident.
Oracle NetSuite alliance- Field alignment. Build and maintain working relationships with NetSuite Account Executives, Channel Managers, and Alliance Managers in your territory. Understand how deal registration, PDR, and the TMA/resale motion work, and use them to your advantage.
- Co-sell. Bring NetSuite AEs into deals where a joint pursuit wins, and be the partner they call first when they need an implementation partner for their own pipeline.
Deal progression and handoff- Qualification. Run first meetings and discovery conversations to a defined qualification standard (business pain, decision process, timeline, budget, sponsor). Protect the practice from unqualified pursuits.
- Pursuit teaming. Partner with Solution Consultants, delivery leaders, and practice leadership on demos, scoping, estimates, and proposals. Own the relationship and the close plan; let the technical team own the solution.
- Executive relationships. Establish credibility with CFOs, Controllers, COOs, and IT leaders - the people who actually sign an ERP decision.
Discipline and reporting- CRM hygiene. Maintain accurate, current activity, opportunity, and forecast data in the practice's CRM. Pipeline reporting rolls up directly from your records; if it isn't in the system, it doesn't exist.
- Forecast accuracy. Provide honest, defensible commit and upside calls. Practice leadership makes staffing and hiring decisions off this data.
- AI-enabled selling. Baker Tilly's NetSuite practice is investing heavily in AI-driven business development - automated prospect research, scoring, outreach sequencing, and proposal generation. You will be expected to use these tools and help improve them.
Qualifications- 5 years minimum; 8 years preferred of quota-carrying business development or new-logo sales experience with a documented record of hitting or beating a net-new number.
- Experience selling technology, software/SaaS, or professional services into the mid-market.
- Demonstrated ability to build pipeline from a cold start - not inheriting a book of business.
- Comfort selling to finance and operations executives; ability to hold a credible conversation about business process pain without being a technical practitioner.
- CRM discipline (Salesforce, NetSuite CRM, or similar).
- Willingness to travel (roughly 25-40%) for prospect meetings, internal office visits, and industry events.
- ERP experience - NetSuite, Sage Intacct, Acumatica, Microsoft Dynamics, or a comparable mid-market platform - on either the software or the channel-partner/VAR side.
- Experience working within or selling alongside a channel/alliance partner ecosystem.
- Depth in one or more of our core verticals: manufacturing/distribution, food & beverage, life sciences, professional services, retail/consumer, or nonprofit.
- Experience selling inside a professional services firm, where the internal referral network is a primary channel, and influence matters more than authority.
The pay rate range for this job position is $78,800 to $175,530. Actual compensation is influenced by a variety of relevant factors including but not limited to applicant's skills, prior experience, qualifications, degrees, professional certifications, work arrangements and geographic location. Other compensation for this role may include performance and sales-based commissions.
The pay rate in CA is: $99,800 to $155,270
Baker Tilly offers a comprehensive compensation and benefits package to eligible employees.
