Enterprise Governance Business Development Executive

ISG (Information Services Group) is a technology research and advisory firm helping organizations transform and optimize enterprise operations through governance, vendor management, and digital enablement. The Enterprise Governance Business Development Executive will drive new logo acquisition and account growth for governance services, develop complex solution sales, manage renewals and expansions, and build value-based governance roadmaps. The role also leads market engagement, thought leadership, pipeline management, and collaboration with delivery teams to achieve measurable client outcomes.

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