Senior CS&O leadership team role, responsible for leading the transformation of the D&A commercial framework and associated programs (aka Fusion). Will coordinate with other functions across D&A/LSEG to plan, execute and operate the new commercial framework. Requires senior-level conceptualization, planning, and orchestration abilities, and well as excellent communication and facilitative leadership skills. Knowledge of existing D&A content and products required

Key relationships & committees

Internal

• Proposition leadership and associated BLTs
• Technology leadership
• Sales leadership, including Sales Enablement, Account Management, and Sales Strategy
• Customer Operations leadership, including Order Management; Billing; PE&A; and Reporting
• Fusion Steering Committee
• D&A LT (DLT)

External

• Key pilot clients
• Thought leaders at large diversified financial institutions
• Key industry groups (eg FISD)

Key responsibilities & Priorities

• Design and drive successful completion of the multi-year Fusion commercial transformation
• Establish program structure, including scope and objectives, success criteria, deliverables, key milestones, performance measures, and governance
• Build, validate and obtain approval for business case, including internal proposition and client proposition
• Build commercial model framework and associated capabilities (eg ratings engine)
• Negotiate key execution dependencies across other strategic programs (eg RDP, Workspace, Quote to Cash) and incremental Fusion requirements (eg Usage Tracking; Content Segmentation) with Proposition, Technology, Sales Enablement, Account Management, Customer Operations and Finance
• Lead transformation of core support (eg Customer Operations), sales, and migration processes in line with new usage-based commercial model
• Develop, maintain and monitor program schedule. Communicate progress to senior stakeholders.
• Manage the completion of the program from conception through pilot, EAP and at-scale deployment stages Align Fusion commercials with other commercial models, including Refinitiv Access
• Develop, and oversee execution of, framework for commercially successful transition of existing D&A business to Fusion commercials, where appropriate
• Drive busines growth through BLT's and SAM in line with Fusion business plan

KPI's for Role

• % of in-scope revenue retained and transitioned to new commercial model
• On-time launch for Project Fusion pilots and subsequent stages
• Usage revenue growth for existing Fusion clients

Candidate Capabilities

Director candidate that has the following capabilities:

• Well-demonstrated track record of having led Commercial transformation within SaaS, Information Services, or Financial Services companies
• Senior / executive level presence that can work / partner with ELT +1 leaders
• High-energy leader that can develop narratives around the transformation journey and create momentum
• Well-demonstrated client management skills including deal-level negotiations

Skills and experience

Required

• Strategic perspective on D&A's business
• Excellent conceptualization, planning and orchestration skills
• Thorough understanding of D&A's industry, services and client base
• Strong senior level communication and influencing skills
• Proven track record of large program execution

Preferred

• Detailed understanding of D&A's organization and services

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