Head of Commercial and Adoption

at  Arup

JOINING ARUP

Arup’s purpose, shared values and collaborative approach has set us apart for over 75 years, guiding how we shape a better world.
Oasys is the software house of Arup. It is the brand through which Arup sells market leading technical software. As the Head of Commercial & Adoption in Arup’s Digital Technology product engine you will be responsible for our external sales and leading the team to increase revenue from software sales and grow the breadth of use across Arup.
The product engine in Digital Technology is responsible for delivering a wide range of products, both internal and external, in order to help Arup deliver for clients through the use of cutting edge products. The product engine also has a remit to increase revenues through external software sales: this role has the primary responsibility for leading the team focused on external sales and marketing.
In this role you will both lead the operations and set the standards and strategy for commercialisation of our products and internal adoption through Arup. This will include leading a team of marketing professionals, business development managers, and pre-sales specialists. Members of your team will have networks across Arup that can be leveraged to increase internal adoption: as a leader, you will empower these people and augment these networks over time. Responsibilities include setting standards for the team, along with sales forecasts and processes for assessing commercial viability of future products.
You will collaborate with the Senior Leadership team (made up of the Chief Product Officer, Head of Product, Head of Product Technology, and Head of Product Delivery) to create an inclusive and productive team that delivers innovative software tools to transform how the world’s built environment is designed and built.

IS THIS ROLE RIGHT FOR YOU?

• Recognised relevant tertiary qualifications in BSc/MSc in Engineering, Business or relevant field, or significant relevant career experience
• Extensive experience leading and developing high performing sales and marketing teams
• Awareness of product positioning
• Managing software sales funnel and setting successful pricing strategies
• Awareness of built environment software sales (B2B)
• Extensive sales forecasting experience
• Strong interpersonal skills and ability to lead a geographically dispersed team, including coaching and mentoring
  Not ready to apply just yet, or have a few questions? Please email Kat.Falepau@arup.com

At Arup, you belong to an extraordinary collective – in which we encourage individuality to thrive. Our strength comes from how we respect, share and connect our diverse experiences, perspectives and ideas. You will have the opportunity do socially useful work that has meaning – to Arup, to your career, to our members and to the clients and communities we serve.

• Setting commercial sales and internal adoption forecasts and meeting targets based on market position and strength of the current product portfolio
• Advising on external market fit and commercial potential for new product propositions
• Owning external customer experience from pre-sales, onboarding and training, to post-sales application support
• Working with the head of product management, head of delivery, and portfolio leadership to plan strategies for increased adoption (both within Arup and in the external market) of digital products
• Leading business development managers and marketing specialists and providing a clear progression system and team shape for them to grow within
• Establishing a product marketing function focused on increasing adoption across Arup for existing internally developed products
• Leveraging existing individuals with established Arup networks and building a connected, integrated team to interface with Arup’s major business and market leaders and drive increased product usage