Job Description: 

Role Overview

CORA Loyalty is seeking a Director, Commercial Solutions & Growth to turn prospect and client needs into proposals that are commercially persuasive, technically credible and deliverable. Working directly with the Chief Customer Officer, the role combines deep loyalty expertise, practical systems understanding, strong financial judgement and senior client engagement.

The opportunity is to shape how CORA develops and wins complex business. The Director will personally lead discovery, develop proposals, challenge delivery estimates, build commercial models with Finance and progress RFPs and contracts with the relevant specialists. They will also work alongside the Chief Customer Officer on Middle East and Southeast Asian sales and take ownership of selected opportunities from qualification through to close.

This is a client-facing commercial role, not administrative sales support or a document co-ordination post. It requires someone who can understand the substance, produce the work, challenge unsupported assumptions and recommend a workable solution. The role also supports Client Services in converting upsell and cross-sell opportunities, without assuming day-to-day ownership of the client portfolio.

Key Responsibilities

Solution Strategy, Loyalty Mechanics & Technical Validation

·        Lead discovery sessions, client workshops and executive discussions to understand the business objective, loyalty programme, member journey, existing systems, buying process and outcomes the proposed solution must achieve.

·        Translate requirements into coherent solution briefs, operating flows and proposals across Enterprise Loyalty Platform (ELP), RewardOps, Pay Anywhere, Points at Work and Managed Services, using the right combination of capabilities for the client need.

·        Apply deep understanding of earn and burn, points conversion, redemption, liability, breakage, partner funding and rewards economics to explain how the programme will work and where value will be created for the client, members and CORA.

·        Map the relevant systems, data and transaction flows, APIs, integration boundaries, migration needs, security requirements and third-party dependencies. Distinguish available functionality, configuration, custom development and capabilities requiring further validation.

·        Work with Product, Technology and Delivery to confirm feasibility, implementation approach, resourcing, milestones, testing, operational support and client dependencies. Challenge gaps and present practical alternatives rather than passing uncertainty into the proposal.

Commercial Modelling, Estimates & Deal Economics

·        Build and own the working commercial model for each priority pursuit, collaborating closely with Finance on recurring licence and platform fees, implementation, professional services, managed services, transaction charges, partner shares and third-party costs.

·        Develop and validate ballpark estimates with Delivery and technical specialists. Document scope, assumptions, effort, resource rates, dependencies, contingency and confidence ranges; distinguish a provisional estimate from an approved commitment.

·        Separate delivery cost from client pricing, and distinguish contracted Total Contract Value (TCV), Annual Recurring Revenue (ARR), recognised Net Revenue, gross margin and cash timing. Do not treat payment volumes, reward funding or pass-through charges as retained CORA revenue.

·        Model loyalty and payment-related economics where relevant, including transaction volumes, reward margins, interchange-derived revenue, merchant funding, settlement assumptions and revenue sharing. Establish who pays, who earns and what evidence supports each assumption.

·        Test commercial sensitivities such as adoption, usage, programme scale, delivery effort, implementation timing and partner charges. Show the effect on client value and CORA economics, and secure Finance validation and required pricing approvals before external commitment.

Proposals, RFPs & Contracting

·        Personally develop compelling proposals, presentations and business cases that connect the client problem, programme mechanics, solution, value, scope, implementation approach and commercials. Take responsibility for the accuracy and quality of the final submission.

·        Lead responses to Requests for Proposal and Information (RFPs and RFIs), establishing the response strategy, requirements matrix, owners, deadlines and evidence. Validate technical and security answers with the accountable specialists and identify exceptions explicitly.

·        Reconcile all proposal sections, pricing schedules, assumptions and supporting materials before submission. Ensure the response addresses the actual requirement, calculations are correct and claims do not exceed validated product or delivery capability.

·        Initiate and progress non-disclosure agreements (NDAs) with Legal, ensuring the correct parties, purpose and information-sharing requirements are captured and the necessary approvals and signatures are secured.

·        Work with Legal, Finance, Delivery and the designated seller to progress Master Services Agreements (MSAs), Statements of Work (SOWs) and procurement requirements. Keep scope, deliverables, acceptance criteria, dependencies, payment milestones and commercial terms aligned with the approved proposal.

·        Maintain clear ownership of open commercial and contractual issues, develop recommended positions and bring material exceptions to the appropriate approver. Keep the client and internal teams informed so that proposal and contracting activity advances towards a decision.

Business Development in the Middle East & Southeast Asia

·        Work directly with the Chief Customer Officer and regional sellers to develop priority opportunities, establish executive relationships and advance complex sales across the Middle East and Southeast Asia.

·        Originate and qualify opportunities through client engagement, professional networks, strategic introductions and partners. Personally lead selected pursuits through discovery, solution development, commercial negotiation and close, with explicit opportunity ownership agreed at the outset.

·        Prepare and lead client-facing presentations, solution discussions and commercial conversations, including meetings alongside the Chief Customer Officer. Address objections with a clear understanding of programme value, technical feasibility and commercial trade-offs.

·        Assess market-specific delivery, partner, language, hosting and contracting requirements with the appropriate specialists. Build credible pursuit and close plans, maintain current forecasts and take responsibility for agreed pipeline and sales outcomes on personally owned opportunities.

Opportunity Account Value Teams & Commercial Governance

An Opportunity Account Value Team (AVT) is the cross-functional team assembled during a qualified sale to validate the client promise before commitment. It brings together Business Development, Client Services, Product, Technology, Delivery and Operations, Finance, Legal and other specialists required for the opportunity.

·        Lead the solution and commercial work within the Opportunity AVT, aligning inputs, decisions, dependencies and approvals. The designated seller retains overall pursuit ownership; the Director leads the full pursuit where personally assigned as the sales owner.

·        Own the completeness and consistency of the commercial response. Finance validates financial assumptions and margin; the Chief Customer Officer retains pricing and commercial approval; Legal owns legal advice and contractual approval; Product, Technology and Delivery validate their respective capabilities and commitments.

·        Maintain HubSpot as the commercial record for opportunity ownership, value, stage, forecast and close plan. Use Monday.com for agreed pursuit actions and cross-functional dependencies, linked to the relevant account plan for Client Services-led expansion.

·        Ensure signed business transfers cleanly to Client Services and Delivery, with the agreed solution, contract, commercial model, scope, risks, dependencies, success measures and approvals understood. Capture learning from implementation feedback to improve future estimates and proposals.

Client Services Growth & Reusable Commercial Capability

·        Partner with Client Services to turn upsell and cross-sell opportunities into clear requirements, credible business cases, validated proposals and executable commercial agreements. Preserve the Account Director's relationship ownership and agree sales attribution before commitment.

·        Maintain practical estimation models, proposal templates, approved RFP responses, solution narratives and relevant deal precedents. Coach colleagues in using them without substituting standard wording for client-specific analysis.

What Success Looks Like

·        Priority pursuits progress through discovery, solution validation, proposal and contracting with clear decisions and fewer avoidable delays; the Chief Customer Officer can rely on the Director to advance agreed work independently.

·        Proposals and RFP responses are persuasive, accurate and submitted on time, with traceable assumptions, consistent economics and the necessary technical, delivery, financial and legal validation.

·        Ballpark estimates become more reliable as scope matures; material differences between sales assumptions and delivery requirements are identified early and resolved before commitments are made.

·        Personally owned opportunities deliver against agreed qualified-pipeline, new-business TCV and conversion targets. Contributions to other sellers' pursuits and Client Services expansion are tracked separately, with clear ownership and attribution.

·        Client conversations demonstrate deep loyalty expertise and commercial credibility, while approved deals protect CORA's economics and transfer into mobilisation without avoidable scope or pricing surprises.

Required Experience and Capabilities

·        Substantial experience in loyalty solution consulting, pre-sales, implementation, delivery, strategic client engagement or commercial leadership, with demonstrated responsibility for shaping and progressing complex enterprise opportunities.

·        Deep practical loyalty expertise is mandatory: programme economics, earn and burn, points liability and breakage, redemption behaviour, reward catalogues, partner-funded value, settlement and the commercial models supporting successful programmes.

·        Strong technical fluency across enterprise platforms, APIs, integrations, data flows, configuration, migration, security and implementation dependencies. Able to interrogate a solution with technical specialists and explain it clearly to a business audience.

·        Practical understanding of delivery and operational processes, including scoping, effort estimation, resourcing, testing, launch readiness and handover. Able to recognise where a sales assumption creates delivery risk.

·        Strong commercial numeracy and hands-on Excel modelling, including revenue and cost build-ups, transaction economics, margins, multi-year deal structures, scenarios and sensitivity analysis. Able to work effectively with Finance without confusing estimates, bookings, revenue and cash.

·        Excellent client engagement and executive communication, with the confidence to lead discovery, build trust, challenge constructively, present recommendations and progress a commercial decision.

·        Exceptional written and spoken English, with the ability to personally produce precise, persuasive and error-free proposals, executive presentations and RFP responses.

·        Experience progressing enterprise bids, procurement and contracting with Finance, Legal, Product and Delivery, including NDAs, MSAs, SOWs, scope assumptions and commercial exceptions.

·        Evidence of meaningful involvement in winning new or expanded enterprise business, including opportunity qualification, value proposition development, negotiation and close planning, rather than document production alone.

·        Strong organisation, prioritisation and version control across simultaneous pursuits, with disciplined use of HubSpot or comparable CRM tools, Monday.com and Microsoft Word, Excel and PowerPoint.

·        Ability to operate autonomously in a fast-paced, high-pressure but positive environment, bringing specialists together, maintaining accuracy under deadline pressure and resolving issues without unnecessary escalation.

·        Willingness and ability to travel to the Middle East, Southeast Asia and other relevant markets, and to collaborate effectively with clients and colleagues across time zones.

Preferred Experience

·        A career combining hands-on loyalty delivery or programme consulting with pre-sales, commercial solution development and business development.

·        Experience with enterprise clients and buying environments in the Middle East or Southeast Asia, particularly in financial services, travel, hospitality, retail, fuel or telecoms.

·        Experience with payment-enabled loyalty, rewards marketplaces, channel or employee incentives and managed services, where the proposition combines technology, partners and ongoing operations.

Personal Attributes

·        Commercially curious, technically credible and willing to produce the detailed work personally.

·        Independent in judgement, candid about uncertainty and constructive in challenging weak assumptions.

·        Exceptionally organised, dependable and attentive to detail without losing momentum.

·        Calm, collaborative and positive under pressure, with the maturity to influence senior colleagues and clients.

·        Motivated by winning sound business and making others more effective, rather than acting as an additional approval layer.

                                                                                    

Business Unit: 

Jonas Collections and Recovery - India

                                                                                    

Scheduled Weekly Hours:

40

                                                                                    

Number of Openings Available: 

1

                                                                                    

Worker Type: 

Regular

                                                                               

More About Jonas Software:

Jonas Software is a leading provider of enterprise management software solutions, serving a wide range of vertical markets including hospitality, healthcare, construction, education, personal care, fitness, leisure, moving and legal services, to name a few. Within these markets, Jonas is comprised of over 65 distinct brands, each a respected leader in its domain.

 

Jonas’ vision is to be the branded global leader across these verticals and to be recognized by customers and industry stakeholders as the trusted provider of “Software for Life.” We are committed to technology, product innovation, quality, and exceptional customer service.

 

Jonas Software supports over 60,000 customers in more than 30 countries. We employ over 6,000 skilled professionals, including industry experts and technology specialists. Across our broader network, we support a global workforce of more than 30,000 employees.

 

Headquartered in Canada, Jonas Software has a global footprint with offices around the world. We’re a 100% owned subsidiary of Constellation Software Inc., based in Toronto, publicly listed on the TSX (CSU.TO), and a member of the S&P/TSX 60 Index.