Role overview

Qualifications

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
Executive selling skills to CPO, CFO, CRO, GC, CIO, BU leaders; fluent in business value terms (risk, compliance, speed, cost, resilience)

Responsibilities

New logo development and achievement of 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, delivery leaders, SMEs, alliances, and platform partners.
Account growth and retention: renewals, upsell, and cross-sell; lead roadmap selling to broaden governance scope over time.
Solutioning and go-to-market: translate market objectives into offerings, craft governance roadmaps, and structure pricing aligned to outcomes; engage in market engagement and thought leadership.

Key facts

Remote from: United States
Full time
Expert & Leadership (>10 years)
Governance Manager
English

Hard skills

Contract Management Third Party Risk Management Supplier Management Sales Management Deal Structuring SAP CO Consultative Selling Process Integration Service Integration And Management Supplier Management Value Propositions Managed Services Supplier Management Enterprise Sales SAP Ariba Ivalua (Spend Management Software) AFGROW Compliance Management Employee Onboarding Application Remediation Customer Success Management Construction Vendor Management Account Management Thought Leadership Microsoft Dynamics CRM Solution Selling Full-Cycle Sales Analytical Dashboard Marketing Performance Management Third Party Risk Management ServiceNow Coupa (Spend Management Software) Logo Design Policy Governance Vendor Management OneTrust (Software) Legal Document Management Strategic Roadmaps Policy Analysis Content Creation Sales Development Supply Chain Online Communication Stakeholder Communications Presentation Training Diversity And Inclusion

Other skills

Forecasting
Consultative Approaches
Professionalism
Communication
Teamwork
Executive Presence

About the company

ISG (Information Services Group)

Digital Transformation Consulting

ISG (Information Services Group) (Nasdaq: III) is a leading global technology research and advisory firm. A trusted business partner to more than 800 clients, including more than 75 of the world’s top 100 enterprises, ISG is committed to helping corporations, public sector organizations, and service and technology providers achieve operational excellence and faster growth. The firm specializes in digital transformation services, including automation, cloud and data analytics; sourcing advisory; managed governance and risk services; network carrier services; strategy and operations design; change management; market intelligence and technology research and analysis. Founded in 2006, and based in Stamford, Conn., ISG employs more than 1,300 digital-ready professionals operating in more than 20 countries—a global team known for its innovative thinking, market influence, deep industry and technology expertise, and world-class research and analytical capabilities based on the industry’s most comprehensive marketplace data. For more information, visit www.isg-one.com.

Company details

Company typeLarge

IndustryDigital Transformation Consulting

Company size1001 - 5000

Links

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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.

Operational excellence

Maintain rigorous pipeline hygiene, forecast accuracy, activity tracking, and CRM discipline.
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.

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