10+ years of strategic/targeted account sales experience selling governance-led professional services and/or managed run operations in VMO, SRM, TPRM, CLM, or S2P
Proven quota-carrying success with complex, multi-stakeholder solution sales and a track record of landing new logos and expanding accounts
Deep understanding of the vendor lifecycle (supplier segmentation, onboarding/due diligence, performance/SLA management, obligations/compliance, issue remediation, renewal/exit) and familiarity with S2P/CLM/TPRM-GRC or service management tools
Executive selling skills to C-suite and business leaders; strong consultative problem-solving; ability to shape integrated deals and governance roadmaps; pricing/MSA/SOW experience
Requirements:
New logo development; meet/exceed annual bookings, revenue, margin, and pipeline targets for Enterprise Governance services
Identify, qualify, and close complex governance-led deals with clear outcomes; orchestrate pursuits across solution architects, SMEs, alliances, and platform partners
Account growth and retention: manage renewals, upsell, and cross-sell; lead roadmap selling to broaden governance scope
Market engagement and solutioning: translate objectives into offerings, craft governance roadmaps, structure pricing, and drive campaigns and thought leadership
Job description
Description
Enterprise Governance Business Development Executive
Wanted: dynamic and creative individuals ready to connect with a like-minded team. You’ll enjoy all the autonomy you need to help our clients make their digital infrastructure faster and more effective. Free reign for free spirits doesn’t mean you’ve got to go it alone. Over 1400 teammates from around the globe are eager to help you out when things get down to wire. Their expertise will put you on the winning path and keep you there.
Position Overview
ISG is a leading technology research and advisory firm helping private and public sector organizations transform and optimize enterprise operations through enterprise governance, vendor management, and digital enablement. We are seeking a Business Development Executive to drive new logo acquisition and account growth for Enterprise Governance offerings focused on supplier relationship management (SRM), VMO design and operating model, governance assessments, and operational/transactional vendor management capabilities. This role blends complex solution sales and outcome-based engagements with credibility across Procurement, Vendor Governance, Risk/Compliance, Legal, Finance, IT, and Business Operations. This position carries individual sales and revenue targets and reports to the Lead Partner for Enterprise Governance Sales.
Responsibilities
New logo development
Meet/exceed annual bookings, revenue, margin, and pipeline coverage targets for Enterprise Governance services.
Identify, qualify, and close complex governance-led deals with clear outcomes (risk reduction, cycle-time improvements, cost avoidance/savings, compliance uplift).
Orchestrate pursuits across solution architects, delivery leaders, SMEs, alliances, and platform partners.
Build value cases quantifying impact (e.g., leakage reduction, SLA adherence, supplier performance improvements), incorporating governance mechanisms such as supplier segmentation frameworks, performance and risk dashboards, and RACIs.
Position ISG platform-enabled governance solutions compared to other S2P, CLM, TPRM/GRC, and service management tools (e.g., Coupa, Ariba, Ivalua, SAP, Icertis, Agiloft, OneTrust, Archer, ProcessUnity, ServiceNow).
Account growth and retention
Manage a set of accounts to drive renewal, upsell, and cross-sell (e.g., expand from SRM into VMO run operations, TPRM, CLM enablement, and S2P platform adoption).
Lead roadmap selling to broaden governance scope and operational capabilities over time, including enhancements to governance councils, policy enforcement, intake/onboarding, document/obligation management, performance/SLA tracking, and renewal/exit management.
Solutioning and go-to-market
Translate market and client objectives into offerings, messaging, and campaigns in partnership with Marketing and Events.
Craft governance roadmaps that integrate SRM program build/optimization (e.g., tiering, joint business planning, innovation pipelines, supplier development/remediation).
Structure pricing aligned to scope and outcomes (e.g., unit-based constructs such as per supplier, per category, per contract), with clarity on service levels and performance measures.
Market engagement and thought leadership
Increase visibility via speaking engagements, webinars, articles/blogs, and participation in provider and platform dialogues.
Provide expertise on vendor governance trends, SRM best practices, platform adoption, and regulatory implications for third-party risk.
Highlight emerging, responsible AI-enabled governance capabilities (e.g., contract analytics, supplier risk signals, policy compliance automation) where aligned to client maturity and outcomes.
Collaborate with delivery teams to ensure successful mobilization, client satisfaction, and measurable outcomes; support benchmarking, dashboards, and policy adherence tracking to evidence impact.
Uphold ethical standards; promote diversity, inclusion, and integrity in all engagements.
Required Skillsets
This is a remote position based in the US; Northeast/Midwest preferred with up to 30% travel
10+ years of strategic/targeted account sales experience selling governance-led professional services and/or managed run operations in VMO, SRM, TPRM, CLM, or S2P.
Proven quota-carrying success with complex, multi-stakeholder solution sales; track record landing new logos and expanding accounts.
Deep understanding of the vendor lifecycle: supplier segmentation, onboarding/due diligence, performance/SLA management, obligations/compliance, issue remediation, renewal/exit.
Platform familiarity with S2P, CLM, TPRM/GRC, and service management tools; ability to articulate platform-enabled governance outcomes.
Executive selling skills to CPO, CFO, CRO, GC, CIO, BU leaders; fluent in business value terms (risk, compliance, speed, cost, resilience).
Strong consultative problem-solving; capable of shaping integrated deals, building value cases, and designing governance roadmaps.
Prior roles in procurement, vendor governance, SRM, legal ops, TPRM, or delivery leadership for governance operations.
Experience structuring MSAs/SOWs for governance programs and run operations, including pricing constructs, benchmarking, service credits, and exit provisions.
Experience with onshore/nearshore/offshore delivery models and shared services/GBS.
Exposure to governance councils, segmentation frameworks, dashboards, and supplier development/remediation programs.
Effective team seller and pursuit orchestrator; excellent written, verbal, and presentation skills.
High integrity, professionalism, and follow-through; commitment to diversity and inclusion.
Proficiency with MS Office and familiarity with sales methodologies (e.g., MEDDICC, Challenger) is a plus.
Performance Metrics
Bookings (ACV/TCV), revenue, and gross margin.
Pipeline coverage, win rate, and sales cycle time.
Renewal and expansion rates; client satisfaction/NPS.
Education
Bachelor’s degree required
MBA or another advanced degree (s) desirable
At ISG, we don’t just accept difference — we celebrate it, we support it, and we thrive on it for the benefit of our employees, our clients, and our communities. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. ISG is proud to be an equal opportunity workplace and we are committed to creating an inclusive environment for all employees. The more diverse and inclusive we are, the better our work will be.
The duties and responsibilities described in this job description may not be a comprehensive list. Additional tasks may be assigned to the employee from time to time and/or the scope of the job may change as necessitated by business demands.
