This role is accountable for converting MRI's proprietary data assets into sustainable revenue through strategic partnerships, data licensing, product commercialisation and ecosystem development.
The role sits at the intersection of:
- Revenue generation
- Strategic partnerships
- Data product management
- Market development
- Governance and compliance
Success is measured by bookings, revenue, partner growth, product adoption and the creation of repeatable commercial assets.
Primary Accountability
The successful candidate will act as the General Manager of MRI APAC's Data Business. They are expected to create structure, prioritise investment, protect revenue, commercialise products and develop strategic partnerships while operating with a high degree of autonomy. This role is not intended to be heavily managed or directed on a day-to-day basis. The individual is expected to independently identify priorities, solve problems and drive outcomes across a complex stakeholder environment.
Portfolio Ownership
The role owns four interconnected portfolios.
1. Data Partnerships
Develop and manage strategic relationships that enable MRI's data strategy.
Responsibilities
- Build and maintain strategic partner relationships
- Negotiate commercial constructs and partner agreements
- Expand partner distribution channels
- Manage executive stakeholder engagement
- Identify recent partnership opportunities
Examples include:
- Industry associations
- Marketplaces
- Technology partners
- Data suppliers
- Data consumers
Success Definition
- Pipeline coverage
- Bookings
- ARR
- Forecast accuracy
- Renewal rates
2. Data Licensing
Own the commercial licensing of MRI data assets.
Responsibilities
- Create and maintain pipeline
- Progress opportunities through the sales cycle
- Develop pricing models and proposals
- Negotiate licensing agreements
- Manage renewals and expansions
- Forecast bookings and revenue
Success Definition
- Pipeline coverage
- Bookings
- ARR
- Forecast accuracy
- Renewal rates
3. Data Ecosystem Strategy
Drive MRI's ecosystem and data-sharing strategy.
Responsibilities
- Identify market opportunities
- Recruit ecosystem participants
- Define commercial models
- Develop use cases
- Support pilot execution
- Create repeatable growth motions
Success Definition
- CoOp participants
- Pilot conversion
- Ecosystem revenue
- Strategic partnerships
4. Data Products
Convert data assets into scalable commercial products.
Responsibilities
- Define market opportunities
- Create packaging and pricing
- Develop product business cases
- Influence product roadmap
- Build repeatable offers
- Support product launches
Success Definition
- Product adoption
- Revenue contribution
- Product portfolio growth
- Gross margin
Key Performance Indicators:
Objective: GROWTH
Deliver revenue outcomes through the acquisition, expansion, and retention of data licensing, partnership, and product opportunities.
KEY RESULTS:
- Achieve an annual Bookings target of $700K, pro rata
- Maintain 95% of existing contracted revenue
- Deliver minimum pipeline coverage of 3x annual target
- Achieve forecast accuracy (within 10%)
- Deliver agreed quarterly revenue targets
Objective: PORTFOLIO MANAGEMENT
Establish a disciplined operating model for managing opportunities, partnerships, products, and strategic initiatives.
KEY RESULTS:
- 100% of active opportunities have documented next actions, owners and close plans
- Weekly forecast preparation
- CRM hygiene and sales motion process compliance (governance and pipeline management)
- All strategic initiatives have documented milestones and RAG status
- No material o
📌 APAC Data Business Leader (Sydney)
🏢 Mri Software
📍 Sydney
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