AI Optimisation GTM Lead

Responsibilities

• Own and execute the global GTM strategy for the Optimisation portfolio (PSO, MSO, WISE), ensuring alignment across Product, Sales, Marketing, Customer Success, and Partners.
• Act as the commercial owner and cross-portfolio AI strategist for Optimisation, defining the common theme and narrative that connects PSO, MSO, and WISE as a single proposition rather than three disconnected products.
• Face off directly to the product teams to shape roadmap priorities, packaging, and monetisation based on market and customer feedback.
• Develop and continuously refine repeatable GTM motions that accelerate market penetration and revenue growth across the portfolio.
• Define, launch, and optimise high-impact sales plays for PSO, MSO, and WISE — individually and as a combined optimisation proposition.
• Build commercial motions that enable both standalone Optimisation opportunities and attach opportunities alongside IFS Cloud and adjacent AI offerings such as Nexus Black and IFS.ai.
• Identify market opportunities, competitive positioning, and customer use cases across field service, high-tech and discrete manufacturing, and scenario planning.
• Continuously evaluate sales performance and refine GTM approaches based on market feedback and commercial outcomes.
• Personally support and influence the company's largest global Optimisation opportunities, including the top strategic standalone deals.
• Partner with regional sales leaders throughout complex sales cycles to improve deal quality, competitive positioning, and win rates.
• Facilitate executive engagement and cross-functional collaboration for strategic pursuits.
• Capture and share best practices from major opportunities to improve repeatability across the organisation.
• Drive a sustainable pipeline strategy targeting a minimum four-times pipeline coverage against revenue objectives for the Optimisation portfolio.
• Partner with Marketing to develop and execute demand generation campaigns that create qualified pipeline for PSO, MSO, and WISE.
• Monitor pipeline health, campaign effectiveness, and conversion metrics, recommending corrective actions where required.
• Identify opportunities to improve pipeline quality, sales velocity, and forecast accuracy.
• Work closely with Product Management across PSO, MSO, and WISE to ensure market feedback influences product direction and roadmap priorities.
• Partner with Marketing to create compelling messaging, customer stories, thought leadership, and campaign content that articulate the Optimisation portfolio's AI narrative.
• Collaborate with Sales Enablement to develop training, playbooks, and sales resources that increase field effectiveness.
• Support Partner teams with GTM strategies that expand market reach through the ecosystem.
• Define and monitor key commercial performance metrics across pipeline generation, win rates, deal progression, and GTM effectiveness for the portfolio.
• Provide regular updates and recommendations to senior leadership, including the AI Business Unit, on market performance, strategic opportunities, and execution priorities.