Business Development Executive Network Software (Software Depth)
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. That means you’ll be able to thrive in an organization with a team that supports you and welcomes everyone’s ideas – whether a partner, consultant, or analyst. So get ready to kickstart your career with a team that’s connected – connected by freedom.
Position Overview
ISG is seeking a high-impact Business Development Executive to drive significant revenue growth for its Software Advisory practice. This role is focused on enterprise-level sales and requires deep expertise in the enterprise software market, a strong track record of selling software or software-related advisory services, and exceptional executive relationship-building capability.
The successful candidate understands the software economy and how enterprises buy, deploy, optimize, audit, and renew software investments across platforms such as SAP, Microsoft, Salesforce, ServiceNow, Workday, Oracle, VMware, and others. They bring established relationships within organizations that make substantial software investments and can position ISG’s software advisory, audit defense, optimization, and governance services at the C-suite and senior technology leadership level.
This role operates in a matrixed model, working closely with ISG industry vertical sales teams and Software Advisory practice leadership. The Business Development Executive will leverage internal relationships to gain client access, originate and shape strategic opportunities, and build a sustainable, high-value sales pipeline aligned to ISG’s Software Advisory offerings.
The mandate is clear: accelerate and scale the Software Advisory practice with the goal of materially expanding and helping ISG double revenue as quickly as process possible.
Responsibilities
- Own new business development for ISG Software Advisory across defined industry verticals and target enterprise accounts
- Partner with ISG vertical sales leaders and client teams to identify high-potential accounts with significant software spend
- Generate, qualify, and progress complex advisory sales opportunities through the full sales lifecycle
- Build and maintain senior-level relationships with CIOs, CFOs, CTOs, CDOs, Heads of Procurement, IT, Finance, Marketing and Business leaders
- Position ISG’s Software Advisory capabilities, including software & Hyperscaler optimization, audit defense, ELP validation, cloud transformation, governance, and SAM managed services
- Leverage knowledge of major enterprise platforms (SAP, Microsoft, Salesforce, ServiceNow, Workday, Oracle, etc.) to create relevant, value-based client conversations to position SME’s quickly
- Collaborate with ISG Network Software Advisory and delivery teams to shape differentiated solutions and close high-value engagements
- Identify opportunities to convert project-based engagements into recurring managed services relationships
- Contribute to the ongoing refinement of ISG’s Software Advisory growth strategy through market insight, competitive intelligence, and client feedback
- Represent ISG in client meetings, executive briefings, industry forums, and relevant software ecosystem events
Measures of Success
- Achievement of annual sales and revenue targets
- Growth and quality of qualified pipelines aligned to Software Advisory services
- Successful conversion of strategic enterprise opportunities into closed revenue
- Expansion of Software Advisory within existing accounts
- Contribution to year-over-year growth of the Software Advisory practice
- Strength, depth, and longevity of executive client relationships established
Required Skillsets
- This is a remote position based in the US; significant client-facing travel required with emphasis on in-person executive engagement
- Demonstrable, in-depth understanding of the enterprise software market and software investment lifecycle
- Proven experience selling enterprise software, SaaS platforms, software-related advisory services, or complex consulting solutions
- Strong history of meeting and exceeding enterprise sales targets in a software-focused environment
- Established relationships within enterprises that make substantial investments in software platforms
- Familiarity with leading enterprise platforms including SAP, Microsoft, Salesforce, ServiceNow, Workday, Oracle, and others
- Understanding of software licensing constructs, renewal cycles, audit exposure, cloud consumption models, and digital transformation drivers
- Strong commercial judgment and executive-level business acumen
Skills and Attributes
- High-energy, results-oriented sales leader with a clear focus on revenue generation and practice growth
- Deep credibility within the software ecosystem
- Executive presence with the ability to engage and influence C-suite and senior technology leaders
- Hunter mentality with the discipline to build structured, predictable pipeline
- Skilled at navigating complex, consultative, multi-stakeholder sales cycles
- Comfortable operating within a matrixed organization and collaborating across multiple internal teams
- Strategic thinker capable of identifying long-term account growth opportunities
Role Structure and Reporting
- Matrixed role working across ISG industry vertical sales teams and the Software Advisory practice
- Dotted-line reporting into Software Advisory business leadership
- Close collaboration with Network Software Advisory, delivery, and marketing teams to drive coordinated go-to-market execution
Education
- Bachelor’s degree required
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.
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