Head of Commercial and Adoption

Joining Arup

Arup’s purpose, shared values and collaborative approach has set us apart for over 75 years, guiding how we shape a better world.

Oasys is the software house of Arup. It is the brand through which Arup sells market leading technical software. As the Head of Commercial & Adoption in Arup’s Digital Technology product engine you will be responsible for our external sales and leading the team to increase revenue from software sales and grow the breadth of use across Arup. 

The product engine in Digital Technology is responsible for delivering a wide range of products, both internal and external, in order to help Arup deliver for clients through the use of cutting edge products. The product engine also has a remit to increase revenues through external software sales: this role has the primary responsibility for leading the team focused on external sales and marketing. 

In this role you will both lead the operations and set the standards and strategy for commercialisation of our products and internal adoption through Arup. This will include leading a team of marketing professionals, business development managers, and pre-sales specialists. Members of your team will have networks across Arup that can be leveraged to increase internal adoption: as a leader, you will empower these people and augment these networks over time. Responsibilities include setting standards for the team, along with sales forecasts and processes for assessing commercial viability of future products. 

You will collaborate with the Senior Leadership team (made up of the Chief Product Officer, Head of Product, Head of Product Technology, and Head of Product Delivery) to create an inclusive and productive team that delivers innovative software tools to transform how the world’s built environment is designed and built.

Watch this short clip to discover how Arup are shaping a better world and how you could be a part of it!

The Opportunity

At Arup, you belong to an extraordinary collective – in which we encourage individuality to thrive. Our strength comes from how we respect, share and connect our diverse experiences, perspectives and ideas. You will have the opportunity do socially useful work that has meaning – to Arup, to your career, to our members and to the clients and communities we serve. 

• Setting commercial sales and internal adoption forecasts and meeting targets based on market position and strength of the current product portfolio
• Advising on external market fit and commercial potential for new product propositions
• Owning external customer experience from pre-sales, onboarding and training, to post-sales application support
• Working with the head of product management, head of delivery, and portfolio leadership to plan strategies for increased adoption (both within Arup and in the external market) of digital products
• Leading business development managers and marketing specialists and providing a clear progression system and team shape for them to grow within
• Establishing a product marketing function focused on increasing adoption across Arup for existing internally developed products
• Leveraging existing individuals with established Arup networks and building a connected, integrated team to interface with Arup’s major business and market leaders and drive increased product usage.

Did you know: Our Digital Technology team are proud winners of the IT Team of the Year for 2021 at the Chartered Institute of IT’s UK IT Industry Awards. 

Is this role right for you?

• Recognised relevant tertiary qualifications in BSc/MSc in Engineering, Business or relevant field, or significant relevant career experience
• Extensive experience leading and developing high performing sales and marketing teams
• Awareness of product positioning
• Managing software sales funnel and setting successful pricing strategies
• Awareness of built environment software sales (B2B)
• Extensive sales forecasting experience
• Strong interpersonal skills and ability to lead a geographically dispersed team, including coaching and mentoring

Not ready to apply just yet, or have a few questions? Please email Kat.Falepau@arup.com

Find out more about the next generation of Geotechnical Analysis!

What we offer you

At Arup, we care about each member’s success, so we can grow together. 

Guided by our values, we provide an attractive total reward package that recognises the contribution of each of our members to our shared success. As well as competitive, fair and equitable pay, we offer a career in which all of our members can belong, grow and thrive – through benefits that support health and wellbeing, a wide range of learning opportunities and many possibilities to have an impact through the work they do. 

We are owned in trust on behalf of our members, giving us the freedom, with personal responsibility, to set our own direction and choose work that aligns with our purpose and adds to Arup’s legacy. Our members collaborate on ambitious projects to deliver remarkable outcomes for our clients and communities. Profit Share is a key part of our reward, enabling members to share in the results of our collective efforts.
We care about you and want you to perform at your best, which is why we offer one of the most competitive benefits packages in our sector.
As a member organisation, everyone shares in our success through a global profit share scheme (payments are dependent on the firm’s financial performance).

We also provide private medical insurance, Life assurance, Accident insurance and Income protection cover. In addition, you’ll have access to flexible benefits to help you look after all aspects of your wellbeing and give you the freedom and flexibility to find the best solutions for you, your family, and your individual needs.

Discover the world of Oasys Mass Motion with one of our model flythrough videos of Rockefeller Centre:

Different people, shared values

Arup is an equal opportunity employer that actively promotes and nurtures a diverse and inclusive workforce. We welcome applications from individuals of all backgrounds, regardless of age (within legal limits), gender identity or expression, marital status, disability, neurotype or mental health, race or ethnicity, faith or belief, sexual orientation, socioeconomic background, and whether you’re pregnant or on family leave. We are an open environment that embraces diverse experiences, perspectives, and ideas – this drives our excellence. 

Guided by our values and alignment with the UN Sustainable Development Goals, we create and contribute to equitable spaces and systems, while cultivating a sense of belonging for all. Our internal employee networks support our inclusive culture: from race, ethnicity and cross-cultural working to gender equity and LGBTQ+ and disability inclusion – we aim to create a space for you to express yourself and make a positive difference. Discover more about life at Arup at Careers - Your Life at Arup.

We are committed to making our recruitment process and workplaces accessible to all candidates. Please email Kat.Falepau@arup.com to let us know if you need any assistance or reasonable adjustments throughout your application or interview process, and/or to perform the essential functions of the role. We will do everything we can to support you.

Our Application Process

To understand what to expect next, please visit our Careers page Our aim is to make this process as streamlined and easy as possible for our applicants. If you feel there are some improvements needed in our process, please feel free to reach out to Kat Falepau.

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