Business Development Manager

Summary

Join Thoughtworks as an Executive Partner for Growth BDM (Data & AI) and develop a pipeline of new opportunities in ANZ, focusing on Sydney. You will secure these opportunities and build early client relationships, concentrating on multi-year partnerships across various sectors. Success involves selling value propositions, nurturing executive relationships, and credentialing Thoughtworks within specific industries. You will need to develop compelling narratives around Data and AI solutions and stay updated on market trends. The role requires translating complex concepts into business value propositions and ensuring the execution of pursuit strategies. You will act as a true business partner, expanding Thoughtworks' engagement with clients.

Requirements

• 15+ years experience in selling into large organisations (10+ years in Australia), with a strong network of senior executive contacts in these organisations
• Proven track record of landing big deals ($10m-20m+) and successfully building and growing client relationships
• Demonstrate a successful record of proactively prospecting, opening and securing new logos
• Bring experience in leveraging partners as a channel of growth with established relationships with Cloud Hyperscalers and/or Databricks
• Can win and grow exec-level relationships and quickly move these beyond & "sales" into "trusted partner" territory
• The ability to develop a territory plan that brings together an understanding of the industry, a prioritised list of targets and your c-level connects with the Thoughtworks value proposition and Vertical strategy
• Ability to communicate progress through numbers (TAM, pipeline, bookings, revenue) & Ability to bring sophisticated commercial negotiation skills to construct multi-year deals
• Adept at consultative selling to shape and deliver transformative outcomes
• Demonstrable strong work ethic and has an internal motivation to succeed
• Experience translating technical concepts into business language that resonates with C-suite executives who may lack technical backgrounds
• Intuitive understanding of the Data and AI landscape, including common enterprise challenges, implementation roadblocks, and strategic considerations, without requiring hands-on technical expertise
• Knowledge of the broader Data and AI ecosystem including key players, technologies, and partnerships that drive successful transformations
• Awareness of emerging trends in Data and AI such as generative AI, MLOps, responsible AI governance, and industry-specific AI applications to guide strategic conversations
• Ability to connect business challenges to appropriate Data and AI solutions by understanding the capabilities and limitations of different approaches and technologies

Responsibilities

• Successfully hunt and convert new target accounts in ANZ, with a priority focus on Sydney, creating the foundation for long-term, value-based relationships
• Success is the sale of win-win value propositions and nurturing executive relationships for continuing business
• Credentialise Thoughtworks in specific industries across ANZ, through a network of exec-level industry contacts, a strong understanding of a specific industry technology, and a current understanding of the challenges and opportunities within ANZ
• Develop and articulate compelling narratives around how Data and AI solutions can address specific business challenges and create competitive advantages for clients, even without hands-on technical implementation experience
• Stay attuned to emerging Data and AI trends, market dynamics, and competitive landscape to identify strategic opportunities for clients and position Thoughtworks as a thought leader
• Translate complex Data and AI concepts into business value propositions that resonate with executive stakeholders across different industry verticals
• Ensure the creation and execution of pursuit strategies, and build value aligned propositions at the company and at an individual level with clients
• Approach client executives as true business partners versus software delivery partners - expanding Thoughtworks engagement to encompass the breadth and depth of our capabilities, including where appropriate, our world leading Global Delivery centres
• Recognise that our people and our clients are at the centre of everything we do
• Proactively create propositions that address an organisations relevant challenges (in collaboration with other members of Thoughtworks)

Benefits

• There is no one-size-fits-all career path at Thoughtworks: however you want to develop your career is entirely up to you
• But we also balance autonomy with the strength of our cultivation culture
• This means your career is supported by interactive tools, numerous development programs and teammates who want to help you grow
• We see value in helping each other be our best and that extends to empowering our employees in their career journeys