Commercial Head of Ekco Operational Technology

Ekco; Dublin; On-site; EUR 140,000 - 190,000; Full time

Job summary

Ekco is seeking a Commercial Head of Function for Operational Technology to translate Datalogix OT expertise into a scalable go-to-market engine across Ireland, the UK, the US and Caribbean. You will own the commercial strategy, bookings, revenue mix and margins.

You will lead pipeline development, negotiate with senior stakeholders, grow managed OT security, professional services and support revenue, and drive IT/OT convergence in Ekco's security proposition.

Qualifications

• Experience defining and delivering commercial strategy for OT or security domains.
• Proven ability to lead sales, partnerships and go-to-market initiatives.
• Strong stakeholder management across multiple geographies and sectors.

Responsibilities

• Define and deliver the OT commercial strategy, annual revenue plan and market-entry priorities by geography and 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 opportunities in OT.
• Win OT new logos in agreed sectors such as life sciences, manufacturing, critical national infrastructure, healthcare and transportation.
• Develop volumes and lines of business in existing Ekco and Datalogix accounts.

Skills

Commercial acumen

Strategic thinking

Stakeholder management

Sales/BD leadership

Job description

About Ekco

Founded in 2016, Ekco has quickly become one of Europe’s fastest-growing cloud solution providers and your trusted security-first Managed Service Provider.

About Ekco

Founded in 2016, Ekco has quickly become one of Europe’s fastest-growing cloud solution providers and your trusted security-first Managed Service Provider.

IT leaders choose Ekco to drive operational efficiency, scale smarter and stay ahead of risk – powered by local expertise, delivered at European scale.

We specialise in helping organisations advance their cloud maturity guiding transformation, strengthening security, and maximising the value of their technology investments.

In simple terms: we help organisations modernise with confidence securing their systems, optimising their cloud, and keeping them resilient in a rapidly changing world.

Today, we’re a thriving team of 1,000+ talented and supportive colleagues across the UK, Ireland, Benelux, South Africa, and Malaysia—and we’re continuing to grow.

At Ekco, How We Work Matters As Much As What We Deliver. Our People Live By Four Core Values That Shape Everything We Do

• On It: We take ownership, follow through, and get things done.
• All In : We collaborate, support each other, and commit fully to shared goals.
• Connected: We build trusted relationships with colleagues, clients, and partners.
• Hungry to Grow: We stay curious, keep learning, and push ourselves to the next level.

If these values resonate with you, you’ll feel right at home here.

The Role

How did Ekco and Datalogix come together? Datalogix is a Cork-headquartered Operational Technology (OT) business with more than 20 years' experience designing, implementing and supporting secure OT infrastructure for enterprise customers in life sciences, pharmaceuticals, general manufacturing and critical national infrastructure. Datalogix now forms the Operational Technology (OT) division of Ekco's Security. Ekco is a security-first managed services provider with more than 2,000 customers in Ireland, the UK, the Netherlands, the Caribbean and North America. Ekco employs over 1,000 people across Europe, Asia and Africa. A key part of Ekco Security’s mission is to serve our customers' converged IT and OT security requirements and to capture the rapidly growing OT new market opportunity.

The Commercial Head of Function for Operational Technology owns the commercial strategy, pipeline and commercial performance of the OT business across Ireland, the UK, the US and the Caribbean. You will turn Datalogix's deep OT expertise into a repeatable, scalable go-to-market engine, grow managed OT security, professional services and support revenue, and lead the integration of OT into Ekco's wider security and managed services proposition, including secure IT/OT convergence.

Day-to-day At Ekco

Commercial Strategy and Growth

• 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.

Sales and Pipeline Leadership

• 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. Initially, this role will be very much a player role, where this individual personally leads the sales and business development efforts. As the OT function and pipeline builds, it is envisaged that the commercial team will also need to build and that this role will evolve to a player‑coach role, responsible for building and leading that commercial team.
• 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.

Cross-Selling and Ekco Integration

• 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.

Proposition, Pricing and Partnerships

• 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.

Delivery and Customer Outcomes

• Partner with the OT CTO and delivery leadership to ensure sold work is scoped realistically, delivered to quality and profitable
• Support customer success through