Chief Sales Officer – Intelligent Operations (GBS)

Position Overview

The Chief Sales Officer – Intelligent Operations (GBS) is responsible for driving new business growth for ISG's Intelligent Operations practice through strategic client acquisition and executive relationship development. This is a 100% sales-focused leadership role responsible for originating, qualifying, and closing new consulting and advisory engagements across Intelligent Operations (Global Business Services), including outsourcing, insourcing, shared services and AI-enabled operations. Reporting to the Head of Intelligent Operations (GBS), this executive will serve as the market-facing leader for Intelligent Operations, helping C-suite executives navigate the transformation of enterprise operations through AI, automation, digital capabilities, and new operating models. The successful candidate will bring an established network of executive relationships, a proven record of hunting and closing complex consulting engagements, and the credibility to advise senior leaders on the future of enterprise operations.

Interview Requirement

Finalist candidates will be required to present a 90-day sales plan during the interview process. The presentation should include: Target industries and priorities. Existing relationships they intend to leverage. Pipeline generation strategy. Perspective on market positioning for ISG Intelligent Operations and approach to Intelligent Operations opportunities. Expected pipeline and sales milestones for the first 6-12 months.

Responsibilities

• Own new business sales for ISG's Intelligent Operations practice
• Generate new leads through proactive business development and executive networking activities
• Identify opportunities where ISG can help clients redesign operations through AI, automation, outsourcing, insourcing, shared services, and operating model transformation
• Lead the sales lifecycle from opportunity identification through proposal development, negotiation, and SOW execution
• Collaborate with the Intelligent Operations delivery and Industry teams to develop compelling client solutions
• Meet or exceed annual sales, revenue and pipeline objectives
• Provide market intelligence regarding client priorities, competitive activity, and emerging AI and operations trends to shape ISG offerings

Required Skillsets

• Ability to travel up to 50-70% based on business development requirements
• 15+ years of enterprise sales experience selling complex advisory, transformation, or managed services to Fortune 1000 organizations
• Demonstrated success originating and closing multi-million-dollar consulting engagements with C-suite executives
• Understanding of enterprise operating models, including Global Business Services (GBS), Shared Services, Business Process Outsourcing (BPO), sourcing strategies, and enterprise transformation
• Strong knowledge of AI and automation (including digital labor, agentic AI), and its impact on business operations and organizational design
• Executive-level credibility discussing strategic transformation with CEOs, COOs, CFOs, CPOs, CIOs, and GBS leaders
• Existing network of senior executive relationships that can be leveraged to generate qualified opportunities immediately
• Proven hunter mentality with a track record of independently creating pipeline through prospecting, networking, referrals, and executive outreach
• Exceptional consultative selling, executive presentation, and relationship management skills
• Experience developing strategic account plans and navigating complex buying committees
• Highly collaborative and comfortable working across advisory teams to develop differentiated client solutions

Education

Bachelor's degree in Finance, Business, Computer Science or other relevant field.