Key Responsibilities & Deliverables
Portfolio Strategy & Management
Develop and execute the unit's overarching portfolio strategy, defining the optimal balance between high-margin and high-volume/partner-led revenue streams.
Continuously analyze market trends, competitive landscape, and internal capabilities to adjust the portfolio mix for maximum competitive advantage and risk mitigation.
Own the long-term roadmap for the unit's service/product portfolio, ensuring it aligns with the broader corporate strategy.
P&L Ownership & Financial Stewardship
Be fully accountable for the unit's Total Revenue and Profit Margin targets.
Develop the unit's annual operating plan (AOP), including detailed revenue forecasts, margin expectations, and operational budgets.
Monitor financial performance rigorously, implementing corrective actions to address variances and capitalize on opportunities.
Profitability Gatekeeping & Deal Governance (The Final Authority)
Act as the final approving authority for all commercial deals, with a mandatory focus on protecting and enhancing unit profitability.
For all Partner-led deals, ensure Vendor Fees and Royalty structures are rigorously modelled, negotiated, and incorporated into final margin calculations before approval.
Establish and enforce commercial governance frameworks, pricing guidelines, and discounting policies.
Strategic Leadership & Market Penetration
Define and drive the unit's accounts Penetration Strategy. This involves identifying, prioritizing, and developing comprehensive account plans for a curated list of high-potential clients that are critical to the unit's strategic goals.
Determine the optimal engagement model for each target account to maximize win probability and profitability.
Identify and prioritize new market segments or strategic partnerships that align with the unit's growth objectives.
Foster a culture of strategic agility and innovation within the unit's business development and execution teams.
Cross-Functional Leadership & Alignment
Collaborate closely with other departments to ensure the strategy is effectively translated into executable plans.
Lead, mentor, and develop the unit's business development and strategy team, setting clear goals and fostering a high-performance culture.
Serve as the primary ambassador and voice for the business unit in internal and external forums.
Qualifications & Experience
Education: Bachelor's degree in Economics and Statistics, Project Management, Monitoring & Evaluation, Business, Finance, or a related field; MBA or equivalent advanced degree strongly preferred.
Experience: 3+ years of progressive experience in Strategic Business Development, Technical Sales, Corporate Strategy, or P&L Management, preferably within Consulting, Technology, or Service industries.
Proven track record of owning and exceeding revenue and profitability targets for a significant business segment.
Deep experience in managing complex partner ecosystems.
Demonstrated ability to develop and execute multi-year business strategies.