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About the Role
Thoughtworks is seeking industry- and market-relevant business development leaders to join and lead client growth in the Europe region. Business Development Managers are responsible for developing and securing a pipeline of new opportunities and building relationships with new clients and in new areas of existing client organizations. You will work within Thoughtworks' Strategic Sales team, leading the development and expansion of client relationships.
Responsibilities
- Develop relationships and leads with business and IT executives at target enterprise clients by leveraging professional networks, personal contacts, and creative strategies.
- Execute on leads generated through professional networks and industry events, positioning Thoughtworks' solutions and offerings.
- Consultatively sell product design, custom software, data, and managed services by influencing strategic decision-making, focusing on opportunities exceeding $10M in TCV.
- Create and own the customer sales narrative, orchestrate deal pursuits, manage negotiations for MSA, SOW, and rate cards, and shape complex consulting and software development agreements.
- Stay informed on industry trends, emerging technologies, and market shifts to effectively position Thoughtworks and act as a trusted advisor.
- Build and develop a robust sales pipeline of approximately 3X qualified sales opportunities to meet and exceed sales and margin goals.
- Work closely with delivery teams, solution architects, and marketing to tailor offerings to client needs.
- Partner with alliances and ecosystem partners to drive joint sales opportunities.
Requirements
- Multiple years of consultative selling experience within an enterprise IT services company.
- Demonstrated industry relevance and expertise across one or more industry domains.
- Experience selling custom software application development and digital transformation services.
- Proficiency in prospecting, leading, and securing custom software and digital transformation deals with significant total contract value (TCV).
- Expertise in dealing with both business and IT leaders and executives.
- Deep expertise, insights, and credibility in one or more of the following key industries: Retail, Travel & Hospitality.
- Proven track record demonstrating superior lead prospecting, opportunity development, deal shaping, relationship building, negotiation, and commercial acumen within the digital transformation, custom application development, and managed services market.
- Technology and consulting expertise with significant, proven experience within selected industry verticals.
- Ability to translate client pain points and business issues into solutions and outcomes that drive business value.
- Expertise to sell high-value business solutions beyond commoditized services and staff augmentation.
- Ability to lead complex sales cycles, including RFPs, multi-stakeholder negotiations, and deal structuring with a proven track record of closing $10M+ enterprise deals in technology consulting, digital transformation, cloud, AI, or software development.
- Gravitas and experience in engaging C-level stakeholders at the business and technology level, using a consultative selling approach.
- Deep understanding of technology trends, cloud solutions, AI, and agile methodologies.
- An entrepreneurial drive and spirit with a hands-on approach to deliverable creation.
Skills
- Consultative selling
- Prospecting
- Deal shaping
- Relationship building
- Negotiation
- Commercial acumen
- Digital transformation
- Custom application development
- Managed services
- Technology consulting
- Industry vertical expertise
- Strategic decision making
- Value articulation
- Sales pipeline management
- Cloud solutions
- AI
- Agile methodologies
Location
- Europe
Work Type
- Hybrid
Experience Level
- Over ten years of applicable experience
Benefits
- Interactive tools for career development
- Numerous development programs
- Supportive teammates for growth
About the Company
- Thoughtworks is a dynamic and inclusive community of bright and supportive colleagues who are revolutionizing tech.
- As a leading technology consultancy, we’re pushing boundaries through our purposeful and impactful work.
- For 30+ years, we’ve delivered extraordinary impact together with our clients by helping them solve complex business problems with technology as the differentiator.
- Bring your brilliant expertise and commitment for continuous learning to Thoughtworks.
Equal Opportunity
- We are committed to fairness and responsible AI.
- We actively manage our AI systems by testing, monitoring for biased outcomes and implementing mitigation measures.
- We hold our third-party vendors to these same high standards through a rigorous governance process.