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ISG (Information Services Group) · 1 month ago

Enterprise Governance Business Development Executive

United States

Full-time

Hybrid

Senior Level, Lead/Staff

10+ years exp

ISG (Information Services Group) is a leading technology research and advisory firm helping organizations transform and optimize enterprise operations. They are seeking a dynamic Enterprise Governance Business Development Executive to drive new logo acquisition and account growth, focusing on supplier relationship management and governance assessments.

ConsultingInformation ServicesInformation TechnologyProfessional Services

Growth Opportunities

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

Qualification

Strategic account salesGovernance-led professional servicesVendor lifecycle managementExecutive selling skillsConsultative problem-solvingMSA/SOW structuringSales methodologiesTeam sellingDiversityInclusion commitmentMS Office proficiencyPresentation skills

Required

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