- Location
- Sydney, Australia Office
- Seniority
- Lead
- Source
- Workday
Description
APAC Lead – Data Commercialisation & Partnerships
Purpose of the Role
Own and grow MRI APAC's data business.
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 new partnership opportunities
Examples include:
Industry associations
Marketplaces
Technology partners
Data suppliers
Data consumers
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 opportunity progresses without qualification, commercial rationale, and delivery assessment
Objective: SCALABLE DATA PRODUCT CREATION AND COMMERCIAL OFFERS
Convert data assets and customer opportunities into repeatable, commercially viable products.
KEY RESULTS:
Catalogue available data products and assign opportunity
All new products/services have a commercial business case
Establish documented pricing, packaging, and fulfilment models for all new offers
Deliver adoption targets for new products
Objective: GROW STRATEGIC PARTNERSHIPS & ECOSYSTEM VALUE
Develop Strategic Partnerships that drive revenue, product adoption and ecosystem growth
KEY RESULTS:
Establish and maintain execustive governance for key strategic partners
Deliver agreed revenue, growth or adoption outcomes for partnership portfolio
Achieve agreed partner satisfaction and engagement measures
Objective: BALANCE AUTONOMY AND UPFUNNEL REQUIREMENTS
Independently manage the data partnerships, data licensing, data products, and ecosystem portfolio; balancing short term delivery with long-term growth while ensuring governance and oversight occurs because of the elevated risk profile of the portfolio
KEY RESULTS:
Establish and maintain clear operating cadence so that manager is across all activity for advisory and risk oversight
Identify and escalate material commercial, legal, delivery, or reputational risks appropriately
Maintain balanced investment across:
Revenue protection
Pipleine development
Product development
Strategic Partnerships
Deliver Quarterly Business Reviews and Portfolio recommendations
Critical Capabilities
Candidates should demonstrate experience in:
Commercial Leadership
Enterprise sales
Solution selling
Commercial negotiations
Revenue forecasting
Strategic Partnerships
Executive stakeholder management
Partner programs
Commercial alliances
Channel development
Product Commercialisation
Product packaging
GTM development
Monetisation strategy
Business case development
Business Management
Pipeline management
Prioritisation
Portfolio governance
Operating rhythms
Data & Technology
Experience within:
Data licensing
Analytics
Market intelligence
SaaS
APIs
Data products
is highly desirable.
Benefits:
Flexible working arrangements
Competitive salary + commission
6 x Flexi Any Day: knock 2.5 hours off your day!
Me Days: additional 3 days of annual leave for qualifying employees
Engaging, fun & inclusive culture: check out the MRI Software APAC Insta feed and stories!
About Us
From the day we opened our doors, MRI Software has built flexible, game-changing real estate software that powers thriving communities and helps make the world a better place to live, work and play. Fulfilling that mission is only possible because of one thing: exceptional people. People like you!
Our people-first approach to PropTech is defining a new industry standard for client experiences that, quite frankly, can’t be duplicated. Experiences that deliver real value every day. And we know those experiences begin with our people.
We believe MRI is more than just a workplace; it’s a connected community of people who truly feel they belong. Whether we’re investing in employee resource groups or providing tailored resources for each person to reach their full potential, we’re passionate about creating a work environment that makes you excited to show up every single day.
At MRI, one of our core values is to strive to amaze. From the intelligent solutions we create to the culture we cultivate, that’s our goal every day. Because that’s what industry leaders do. Whether you’re joining as a new Pride member or rejoining us after a short time away, your talent is vital to us, our partners and our clients.
Amazing growth requires amazing employees. Are you up to the challenge?
We know confidence gap and imposter syndrome can get in the way of meeting remarkable candidates, so please don’t hesitate to apply. We’d love to hear from you!
MRI is proud to be an inclusive employer. We welcome and celebrate diversity across all backgrounds, including ethnicity, religion, sexual orientation, gender identity, disability, age, military, veteran status and more.
We believe that Belonging is a direct result of Diversity, Equity, and Inclusion. Those values are woven into the fabric of who we are and are foundational to our continued success. Come and see for yourself!
