Enterprise Governance Business Development Executive

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. They are seeking a Business Development Executive to drive new logo acquisition and account growth for Enterprise Governance offerings focused on supplier relationship management and operational vendor management capabilities.

Responsibilities:

• 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)
• 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
• 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
• 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
• 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

Requirements:

• 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
• Bachelor's degree required
• Northeast/Midwest preferred with up to 30% travel
• MBA or another advanced degree (s) desirable
• Proficiency with MS Office and familiarity with sales methodologies (e.g., MEDDICC, Challenger) is a plus