The EVP of Global Commercial Strategy & Operations will lead Acxiom's centralized commercial authority function, with initial operational focus on the US market. This strategic role is responsible for establishing and enforcing robust commercial governance frameworks, managing commercial decision-making, preventing revenue leakage, and ensuring all commercial activities align with Acxiom's revenue and strategic objectives. The EVP will build and lead a high-performing team while establishing scalable best practices for potential expansion to international markets.
PRIMARY RESPONSIBILITIES
Commercial Authority & Strategic Governance
- Serve as the primary commercial authority for all commercial questions relating to Acxiom data and services, making decisions within established approval thresholds and escalating high-impact matters to executive leadership
- Design, develop, and implement commercial models, pricing frameworks, discount matrices, and revenue recognition structures that balance client incentivization with Acxiom's revenue objectives
- Provide expert commercial judgment, challenge assumptions, and act as an impartial arbiter for commercial disputes
Systems, Process & Legal Integration
- Take ownership of all commercial control systems and consolidate into a unified system; implement automation to reduce approval cycles
- Establish a unified commercial management system as the single source of truth for all Acxiom Direct and Omnicom Agency commercial requests
- Coordinate with Legal and Compliance teams to validate all commercial terms align with organizational policies
Finance & Revenue Protection
- Work proactively with Finance leadership across Omnicom to establish clear protocols around Acxiom data commercials
- Identify and prevent revenue leakage across all commercial channels through monthly reviews and comprehensive tracking
Team Leadership & Stakeholder Management
- Build and lead a high-performing Commercial Finance & Operations team; as first priority, identify existing talent across the organization (Finance, Sales Support, Product Strategy, Data Partnerships) who should transition into the function based on commercial expertise and deal structuring knowledge
- Develop team members' commercial and leadership capabilities; foster a culture of disciplined commercial decision-making
- Serve as primary liaison between commercial stakeholders and Acxiom leadership; facilitate coordination with Finance, Sales, Legal, Compliance, Data/Partnerships, and Solution Strategy
- Conduct informational sessions to educate stakeholders on governance frameworks, commercial processes, and compliance requirements
Data, Analytics & Reporting
- Ensure all commercial inquiries and outcomes are tracked within the unified system; analyze trends to inform policy adjustments
- Provide monthly reporting to ELT on commercial activity, trends, policy effectiveness, and revenue impact
- Develop and articulate compelling commercial propositions positioning Acxiom data as the preferred, economically advantageous choice
International Development
- Develop commercial governance best practices applicable to international markets; serve as consultative resource to international business leaders on governance approaches
- Position the function as a center of excellence for commercial governance best practices globally
KEY QUALIFICATIONS
Required:
- Minimum 10 years of commercial management, deal management, or commercial strategy experience in B2B or technology environments
- Proven experience building and leading cross-functional teams with demonstrated ability to enforce governance frameworks
- Deep understanding of commercial models, pricing strategies, and revenue recognition with strong financial acumen and P&L management experience
- Expert commercial judgment with ability to challenge assumptions and make sound decisions independently
- Exceptional communication and influencing skills at executive level with demonstrated ability to work in matrix organizations
- Understanding of legal, compliance, and risk management considerations in commercial decisions
Preferred:
- Experience in data, technology, or professional services industries; background in agency or partnership management
- Experience establishing or scaling governance frameworks across organizations; knowledge of commercial systems
- Multi-market or international commercial management experience; track record with commercial process standardization and optimization
CORE COMPETENCIES
Commercial Acumen – Deep expertise in commercial models, pricing, and deal structuring with ability to translate strategy into executable frameworks
Stakeholder Management – Influences at multiple organizational levels; builds trust and credibility with diverse constituencies
Leadership & Team Building – Attracts and develops talented professionals; creates high-performing teams with clear accountability
Strategic Thinking – Balances tactical execution with strategic vision; anticipates trends and adapts commercial strategy
Analytical Rigor – Data-driven decision-making; translates complex situations into clear recommendations
Integrity & Authority – Demonstrates strong ethical standards; makes difficult decisions with conviction
Process Orientation – Establishes clear processes and governance; ensures consistent policy application
Financial Acumen – Assesses financial impact of commercial decisions and manages P&L implications
Change Management – Successfully navigates organizational change and builds adoption of new frameworks
REPORTING RELATIONSHIPS
Reports to: Chief Operating Officer
Direct Reports: Global Commercial Finance & Operations team members
Key Stakeholders: CFO, General Counsel, Chief Compliance Officer, Chief Commercial Officer, Head of Client/Sales, Head of Data/Partnerships, Solution Strategy Leadership
Location: New York, NY or Conway, ARK | Travel: Up to 15% domestically and internationally as needed
Primary Location City/State:
New York, New York
Additional Locations (if applicable):
Conway
