Head of OT Commercial Strategy & Growth

Ekco; England; On-site; GBP 120,000 - 190,000; Full time

Benefits offered by this job

25 days annual leave

Birthday leave

Company pension

Health care

EAP

Pluralsight access

Growth opportunities

EkcOlympics

Job summary

Ekco is seeking a Commercial Head of Function for Operational Technology to own the OT commercial strategy across Ireland, the UK, the Caribbean and US, growing managed OT security, professional services and support revenue. You will lead a go‑to‑market, appointments with senior stakeholders and cross‑sell to Ekco/Datalogix customers, aligning IT/OT convergence.

Initially, you will drive direct sales, shape service packaging, and build a scalable commercial team as the pipeline matures.

Qualifications

• Significant experience in a senior commercial, sales or business leadership role in OT or related tech services.
• Track record of growing revenue and building teams.
• Experience selling complex, multi-stakeholder solutions to manufacturing, life sciences, pharmaceutical or critical infrastructure.
• Strong understanding of OT environments and IT/OT convergence and security.
• Commercial acumen: pricing, contract negotiation, margin management and risk.
• Excellent stakeholder management, communication and presentation skills at executive level.
• Willingness and ability to travel regularly.

Responsibilities

• Define and deliver the OT commercial strategy, annual revenue plan and market-entry priorities by geography (Ireland, UK, the Caribbean, US) and by sector.
• Own the commercial view of the OT function: bookings, revenue, margin, recurring revenue mix and forecast accuracy.
• Shift the portfolio mix towards multi-year managed services and recurring revenue alongside project and professional services work.
• Identify and develop new service lines, partnerships and acquisition or bolt‑on opportunities in OT.
• Win OT new logo’s business in agreed sectors such as life sciences, manufacturing, critical national infrastructure, healthcare and transportation (all modes).
• Develop agreed volumes and lines of business in existing key Ekco and Datalogix accounts.
• Build and govern a disciplined pipeline, with clear qualification, stage gates and forecasting.
• Personally lead strategic and complex opportunities, including negotiations with senior customer stakeholders (operations, engineering, IT, CISO and procurement).
• Develop and manage key accounts to deepen relationships, extend contract scope and secure renewals.
• In time, lead, coach and set targets for OT sales, account management and pre‑sales roles as the commercial function grows.
• Build and execute a credible go‑to‑market strategy for OT, profiling target sectors, prospects, existing Ekco customers, working with Ekco internal marketing and internal business development functions to contact and capture new logos and to cross‑sell to existing logo’s.
• Work with Ekco Security, Professional Services and regional leadership to cross‑sell OT into Ekco's customer base and bring Ekco's managed security, SOC and cloud services to Datalogix customers.
• Shape joint propositions for IT/OT convergence, OT security monitoring, network segmentation, resilience and compliance.
• Align commercial processes, CRM, pricing and contracting with Ekco group standards while protecting customer experience.
• Own OT service packaging, pricing models and commercial terms in partnership with the technical and delivery leads.
• Manage strategic relationships with technology vendors, automation and OT security partners, channel partners and system integrators.
• Maintain a clear view of competitors, market trends and regulation (such as NIS2, CRA and sector‑specific requirements) and translate them into customer‑facing value.
• Partner with the OT CTO and delivery leadership to ensure sold work is scoped realistically, delivered to quality and profitable.
• Support customer success through regular executive engagement, service reviews and escalation management.
• Ensure commercial and contractual risk is understood and managed, including safety, validation and regulatory obligations in GxP and similar regulated environments.
• In time build a high‑performing, accountable commercial team that combines technical credibility with commercial discipline.
• Represent the OT function in leadership forums and contribute to Ekco's wider strategy and planning.
• Act as a visible ambassador for Datalogix and Ekco at industry events, customer forums and in the market

Skills

Senior leadership

OT/industrial cyber

Complex sales

Executive stakeholder mgmt

Traveling

Education

Degree in engineering or business

Job description

Ekco is seeking a Commercial Head of Function for Operational Technology to own the OT commercial strategy across Ireland, the UK, the Caribbean and US, growing managed OT security, professional services and support revenue. You will lead a go‑to‑market, appointments with senior stakeholders and cross‑sell to Ekco/Datalogix customers, aligning IT/OT convergence.

Initially, you will drive direct sales, shape service packaging, and build a scalable commercial team as the pipeline matures.