Head of Strategy and Product Consulting in London

A leading global provider of new generation IT solutions to the global Travel, Transportation and Logistics industries is looking for a Head of Strategy and Product Consulting for their Loyalty software product Line of Business.

The Head of Strategy and Product Consulting is the company's loyalty strategy expert. This role operates at the intersection of platform strategy, commercial positioning and market-facing expertise and leads the Strategic Product Consulting group. The role is shaping how the product is positioned and monetised today and how it will be designed for the future.

Areas of Responsibility

• Product Line Strategy
  Own the product strategy. This is the central intellectual and commercial output of the role — a living strategic direction that is coherent, differentiated, and operationally grounded. The Head of Strategic Product Consulting synthesises four distinct streams of intelligence into a single, authoritative strategic direction for the platform:
• Competitive intelligence.
• Technology outlook.
• Account signals.
• Pipeline data.
• Market Positioning & Competitive Narrative
  Define the target market segments and total addressable market (TAM) based on the defined product strategy and construct and own the competitive positioning within these segments.
• Define target market segments and potential and maintain a quantitative assessment of the addressable market.
• Maintain a competitive map: for each relevant competitor and capability dimension, document the product's honest position (lead, parity, or gap) and keep it current as the market moves.
• Construct win themes and differentiation narratives for the product's current (and future) core market segments: airline loyalty programmes, cruise loyalty, hospitality loyalty and travel group multi-brand programmes.
• Ensure narrative consistency across Sales, Presales, Consulting and Marketing.
• Develop and publish points of view on the future of travel loyalty in conference keynotes, white papers, analyst briefings and executive roundtables. This thought leadership is a positioning instrument, not a content marketing exercise.
• Monetisation & Commercial Model
  Own the commercial model. Pricing and packaging decisions directly determine the revenue potential, competitive positioning and the value customers believe they are receiving. The Head of Strategic Product Consulting is the decision-maker on these questions — not a contributor to them.
• Pricing model.
• Module packaging.
• Expansion path design.
• Deal structuring.
• Pricing guidelines for Sales.
• Strategic Customer Engagement & Presales Authority
  Lead high-value customer consulting engagements and act as the senior product authority in major pursuit cycles. Embed directly in customer environments to surface loyalty strategy gaps, map their operating model against best-practice configuration and deliver transformation blueprints that drive commercial outcomes. Operate at CxO level (Chief Loyalty Officers, CMOs, and CEOs) as the advisor who bridges a customer's strategic ambitions and what the platform makes possible. In presales, provide the expert voice that converts a platform evaluation into a strategic partnership decision, contributing to RFI and RFP responses, leading senior client presentations and ensuring competitive positioning reflects the current state of the narrative.
• Function Leadership & Team Development
  Establish and develop the Strategic Product Consulting team (comprising of roles of Product Consultants and Product Specialists) with a mandate to grow the function in line with commercial demand. Set standards for how the group operates, define its methodology, and integrate it effectively with Sales, Product Management and the broader organisation. Recruiting and developing the right team is an enabler of the four responsibilities above; it is not the primary output of this role.

Qualifications

Must have:

• 10+ years loyalty domain expertise in travel and/or transportation including programme design, accrual and redemption mechanics, tier strategy, partner ecosystem management, member lifecycle and commercial loyalty economics. Airline loyalty depth is particularly valued.
• Demonstrable product strategy experience: ability to synthesise competitive, technology and commercial signals into a coherent multi-year platform direction. Prior product management or product strategy ownership is strongly preferred.
• Commercial model fluency: direct experience with SaaS and AI pricing design, packaging decisions or enterprise commercial governance. The ability to construct and defend a pricing rationale to both Finance and the customer is essential.
• Proven ability to engage and influence at CxO level in complex, multi-stakeholder enterprise environments across both customer advisory and internal alignment.
• Strong content and narrative development: executive-grade strategy documents, competitive assessments and positioning frameworks. Work samples will be requested at interview.
• Comfort building from first principles in a high-ambiguity environment. This is a role that defines its own operating model.
• Profound team player with the ability to collaborate with peers and across roles and functions to drive for the joint success.

Good to have:

• Prior experience at a loyalty platform vendor in a product strategy, presales or commercial capacity.
• Consulting background from a consulting firm with a dedicated loyalty or travel practice.
• Familiarity with the broader IT travel ecosystem and how loyalty intersects with airline or travel operator commercial strategy.
• Experience with AI-augmented product and analytical tools and a genuine interest in how AI changes both platform capabilities and consulting delivery.
• Familiarity with competitive intelligence frameworks, win/loss analysis methodologies or analyst relations in enterprise SaaS.
• Additional languages skills beyond English (Spanish, German, French preferred).

Practicalities

• Flexible Location.
• Competitive Package.
• International travel required.