Commercial Strategy Lead

2 months ago

London, Greater London, United Kingdom ISACA Full time
About the Role:

We are seeking an ambitious and proven individual to drive strategy and go-to-market within the EMEA region for our Enterprise Data Management (EDM) business. The successful candidate will have previous commercial strategy, business development experience, and a detailed understanding of the data management landscape, including areas of opportunity, challenges, industry dynamics, competitive landscape, and market trends.

The Impact:

The Commercial team within Enterprise Solutions is responsible for overall commercial and growth strategy, business development, and go-to-market for the EDM business. The candidate will be responsible for helping to define and execute data management strategy that encompasses relevant software and service offerings from our Software segment in the region, to solve complex client challenges and drive revenue growth.

Responsibilities:
  • Define and execute on the enterprise data management strategy within EMEA.
  • Partner with other commercial strategy team members as well as peers across sales, professional services, and customer success to support new revenue growth while protecting existing baseline revenue in line with our strategy.
  • Partner with sales, customer success, product, operations, and engineering to ensure alignment on market-segment strategy and execution against strategy plan.
  • Identify new areas of growth for data management offerings within Software segment (new markets, services offerings, product offerings, etc.).
  • Partner with other team members within commercial strategy for the creation of business case documents, quarterly business reviews, and other corporate initiatives to drive consistency.
  • Incorporate all relevant products within Enterprise Solutions into data management strategy for the region.
  • Provide input for the revenue forecasting from the region for accurate reporting.
  • Act as client escalation point for segment within region and participate in regular client steering committee calls.
  • Drive and support marketing strategy, campaigns, and positioning to ensure ongoing brand awareness.
  • Influence M&A strategy for Software segment and data management offerings and work with our Alliances team to drive partnerships with 3rd parties where applicable.
  • Design and implement market-segment sales strategies to align with global sales directives and revenue targets.
  • Support the sales team in progressing deals as required (e.g. active participation in key opportunities, prospect/client meetings, executive meetings, deal strategy, etc.).
  • Provide regular feedback to the product team based on market intelligence and client demand in order to help drive product roadmap priority and direction.
What We're Looking For:
  • Minimum of 10+ years of experience in roles within commercial strategy, sales, business development or similar.
  • Expertise working within the data management marketplace.
  • Experience with market analysis, strategy definition, and execution.
  • Must be a team player with the ability to successfully operate independently and to collaborate with a cross-functional team across geographical boundaries.
  • Ability to set clear strategic direction, create followership, and can navigate a large organization to collaborate with and empower teams to achieve common objectives.
  • Commercial, results-oriented, and self-starter.
  • Strong ability to partner and collaborate both externally and internally.
  • Displays energy, enthusiasm, drive, and stamina.
  • Open-minded, flexible, and willing to adapt to changing situations.
  • Strong written and verbal communication skills are required to be successful in the role.
  • Proficiency in Excel and PPT required.
  • Proficiency in using Salesforce and Power BI (or other BI tools) is a plus.
  • Able to communicate effectively across different stakeholder groups, both verbally and in writing.
  • Fluent written and spoken English.
  • Strong presentation skills.

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