GTM Lead - AI Optimization Product

Key Responsibilities  Portfolio Strategy & Proposition  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.  Sales Plays & Commercial Strategy  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.  Strategic Deal Leadership  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.  Pipeline Growth & Revenue Enablement  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.  Cross-Functional Collaboration  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.  Performance Management & Continuous Improvement  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.  Foster a culture of continuous improvement by identifying opportunities to simplify processes, improve execution, and increase commercial impact.  Success Measures  Success in this role will be demonstrated through:  Delivery of global GTM campaigns that generate measurable pipeline growth across PSO, MSO, and WISE.  Achievement of at least a 4x pipeline multiple against commercial targets.  Growth in standalone Optimisation revenue alongside increased IFS Cloud attachment rates.  Establishment of a single, coherent Optimisation portfolio narrative and proposition across PSO, MSO, and WISE.  Successful support and influence of the company's top strategic Optimisation opportunities globally.  Increased adoption of Optimisation sales plays across global sales teams.  Improved win rates, pipeline conversion, and commercial predictability.  Strong cross-functional alignment that accelerates market execution and customer adoption.  Qualifications & Experience  7+ years of experience in enterprise software, SaaS, or technology organisations within Go-to-Market, Product Marketing, Sales Strategy, Business Development, or related commercial roles.  Demonstrated success developing and executing global GTM strategies for enterprise software products, ideally spanning multiple products or a portfolio.  Experience supporting complex enterprise sales cycles and influencing strategic customer opportunities.  Strong understanding of enterprise software sales motions, including pipeline generation, solution selling, and partner ecosystems.  Experience working across multiple business functions including Sales, Marketing, Product Management, Customer Success, and Executive Leadership.  Domain knowledge of optimisation, scheduling, or planning technologies is highly advantageous — for example, field service planning and scheduling optimisation (PSO), manufacturing scheduling and digital-twin-based planning (MSO), or scenario modeling and predictive analytics (WISE / what-if analysis).  Familiarity with the full spectrum of AI capabilities, from machine learning through to agentic and frontier AI approaches, and the ability to translate technical AI capability into a clear comm