Vacancies at Indepth Research Services (IRES)

The Revenue, Strategy & Business Development Manager is the singular owner and architect of the company’s revenue engine. This executive leadership role merges the strategic vision of Sales, the operational discipline of Revenue Operations, and the analytical rigor of Business Strategy. The primary mission is to architect and optimize the portfolio mix across the company’s core business lines to maximize EBITDA, enhance Predictability, and cultivate Strategic Alliances. You will serve as the ultimate commercial authority, ensuring that every revenue-related activity from strategy to execution to contract governance is aligned with the company’s financial and strategic objectives.

Core Mission & Impact

• Portfolio Optimization: Be the strategic architect who decides the investment and growth balance between IRES business lines to create a resilient, high-margin, and predictable revenue stream.
• Unified Commercial Leadership: Eliminate silos between sales, strategy, and operations by providing integrated leadership to all staff levels.
• Governance & Predictability: Act as the final commercial gatekeeper, enforcing methodology and ensuring forecast accuracy, thereby giving the CEO and Board unparalleled visibility into future performance.
• Value Maximization: Shift the revenue portfolio towards higher-margin Intellectual Property (IP) and strategic partnerships while defending and growing core service revenue.

Key Responsibilities

Portfolio Strategy & Financial Steering

• Develop and execute the annual and quarterly revenue strategy, setting specific, actionable targets for each of the business lines.
• Continuously analyze the balance between cash flow and margin to recommend and implement portfolio shifts.
• Model scenarios and present strategic trade-offs to the CEO and executive team to guide resource allocation and investment decisions.

Alliance & Commercial Governance

• Serve as the final commercial signatory on all major contracts, ensuring alignment with strategic and financial goals.
• Own the governance and health of all strategic alliances, ensuring partnership SLAs deliver mutual value and drive intended revenue.

Unified Commercial Leadership

• Direct Leadership: Provide day-to-day management, coaching, and target-setting for the team of sales leaders.
• Hub Management: Directly oversee the Centralized Hub, ensuring it effectively qualifies leads, manages pipelines, and provides data-driven support to unit leaders.
• Culture & Methodology: Foster a high-performance, data-driven commercial culture unified around a single revenue playbook.

Methodology Enforcement & Operational Rigor

• Act as the final authority on the adoption and compliance of the company’s core commercial methodologies
• Continuously refine these methodologies based on performance data and market feedback.
• Own the selection, implementation, and optimization of the entire commercial tech stack.

Qualifications & Experience

• Education: Bachelor’s degree in Business, Finance, or a related field;
• MBA or equivalent advanced degree Mandatory.
• Experience: 5+ years of progressive leadership experience in a combination of strategic sales, revenue operations, business development, and corporate strategy roles, ideally within B2B professional services, consulting, or technology.

Proven Track Record:

• A documented history of owning and hitting revenue targets for a multi-line business.
• Experience managing complex partner ecosystems (OEM, Channel, Alliance).
• Success in implementing sales methodologies (e.g., MEDDIC, Challenger, SPIN) and CRM platforms.
• Experience building, coaching, and leading high-performing hybrid teams of quota-carrying salespeople and operational support staff.

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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.