Vice President, Commercial Excellence and Enablement Strategy

Commercial Excellence And Enablement Strategy

We're seeking a future team member for the role of Commercial Excellence and Enablement Strategy to join our Commercial Office. This role is located in New York, NY.

Role Summary

The COMPASS (BNY's Commercial Language and Enterprise Sales Framework) Product Owner is responsible for the ongoing evolution, adoption, and institutionalization of COMPASS as BNY's enterprise sales methodology. This role serves as the owner of the methodology, ensuring COMPASS remains relevant, practical, data-driven, and aligned to Commercial's growth objectives while acting as the connective tissue between Sales, Service, Enablement, Technology, Learning, and Commercial leadership.

The role owns the COMPASS roadmap, governance, and continuous improvement process, translating seller feedback, market trends, performance insights, and business priorities into methodology enhancements, tools, programs, and learning experiences. The Product Owner ensures COMPASS is embedded into how Commercial teams operate, develop talent, manage opportunities, and execute client engagement across the full client lifecycle. This aligns with COMPASS' intended role as BNY's common commercial language and enterprise sales framework.

In this role, you'll make an impact in the following ways:

• Own the vision, governance, and continuous evolution of COMPASS, BNY's enterprise sales methodology, ensuring it remains aligned to Commercial strategy, client needs, and market best practices.
• Develop and manage the COMPASS roadmap, prioritizing methodology enhancements, new capabilities, tools, and seller resources that improve commercial effectiveness and drive growth.
• Serve as the central point of coordination across Client Coverage, Client Service, Product, Sales Operations, Technology, Learning, and Commercial leadership to ensure consistent adoption and execution of the methodology.
• Drive the codification of COMPASS into commercial processes, operating rhythms, governance forums, and technology platforms, ensuring the methodology is embedded in how teams originate, qualify, pursue, win, and grow client relationships.
• Partner with Sales Operations and Technology teams to translate methodology requirements into CRM workflows, dashboards, AI-enabled tools, account planning processes, pursuit management capabilities, and reporting enhancements.
• Establish and lead governance processes for methodology updates, ensuring enhancements are informed by seller feedback, commercial performance data, competitive insights, and business priorities.
• Collaborate with Commercial University, Learning & Development, and Enablement teams to design, maintain, and continuously improve COMPASS learning journeys, certifications, onboarding programs, and ongoing capability-building experiences.
• Partner with regional and coverage leadership teams to design and execute adoption strategies that drive consistent application of COMPASS across geographies, segments, platforms, and client-facing roles.
• Create and manage a network of methodology champions, gathering feedback from the field and ensuring COMPASS evolves to meet the practical needs of sellers and commercial teams.
• Define and monitor key adoption, effectiveness, and commercial outcome metrics, leveraging data and analytics to identify opportunities to improve seller execution, pipeline quality, opportunity progression, and win rates.
• Lead the development of seller-facing assets, playbooks, guides, templates, and best practices that simplify adoption and reinforce consistent execution.
• Establish mechanisms to capture and institutionalize commercial best practices, win/loss insights, successful pursuit strategies, and client engagement techniques for broad distribution across the organization.
• Ensure COMPASS serves as the foundational framework for Commercial programs, including Commercial Liftoff, sales summits, enablement events, certifications, and other seller development experiences.
• Partner with Talent Strategy and People teams to align COMPASS with Profiles of Success, performance management frameworks, career pathways, and capability development initiatives.

To be successful in this role, we're seeking the following:

• 5-8 years of experience
• Bachelor's degree in business or a related discipline, or equivalent work experience required; MBA or other advanced degree preferred
• Background in shaping and evolving enterprise sales frameworks or commercial excellence programs
• Track record of designing strategic roadmaps and governance structures to support continuous improvement
• Ability to influence and align cross-functional stakeholders across coverage, service, product, technology, operations, and learning
• Experience integrating sales methodologies into business processes, technology platforms, and operating models
• Strength in translating business needs into practical tools, workflows, dashboards, and enablement solutions
• Demonstrated success driving organizational adoption and consistent execution across large, matrixed teams
• Experience creating training programs, onboarding materials, certifications, and capability-building resources
• Proficiency in using data and performance insights to assess effectiveness and optimize commercial outcomes
• Skill in developing playbooks, templates, and best-practice materials that support frontline teams
• Ability to capture field feedback, institutionalize successful practices, and strengthen seller effectiveness over time