Director - Business Development Manager

Summary

Join Thoughtworks as a Business Development Director in the UK and EU, focusing on the Insurance domain. You will lead client growth by developing and securing new opportunities, building relationships, and shaping aspirational engagements. Responsibilities include prospecting, qualifying opportunities, building client trust, developing value propositions, orchestrating sales pitches, negotiating agreements, and expanding sales within accounts. Success requires consultative selling experience in enterprise IT services, with proven expertise in custom software and digital transformation. Deep domain expertise in the insurance industry is crucial, along with a strong network and understanding of industry trends. You will work across client organizations, from C-level executives to technical staff, to secure long-lasting business opportunities. Thoughtworks offers a supportive and collaborative environment with opportunities for professional development.

Requirements

• Over 15 years of applicable experience and a “hunter” mentality, with a proven track record of lead generation, opportunity development, relationship building, and closing within custom application development, digital transformation, and managed services
• Strong domain expertise in Insurance, with the ability to engage in informed conversations about industry operations, regulatory requirements, and digital trends shaping the sector
• Strong customer value orientation and the ability to translate technical capabilities into meaningful business outcomes for Insurance clients undergoing modernization and transformation
• A track record of winning high-value business solutions and strategic technology programs (including min $20-25M+ deals) beyond commoditized services
• Gravitas and experience in engaging C-level stakeholders and subject matter experts using a consultative selling approach that builds credibility and trust
• A deep understanding of cloud, AI, data and analytics, software engineering, and agile delivery — applied to operational and customer-facing systems in the Insurance landscape
• Entrepreneurial drive, collaborative spirit, and a hands-on approach to crafting pursuit materials, solution narratives, and client proposals

Responsibilities

• Develop relationships and leads with business and IT executives at target enterprise clients on an ongoing basis by leveraging your professional network, personal contacts, and through creative networking, partnership, and outbound selling strategies
• Execute on leads generated through professional networks, industry events, and ecosystem partnerships. Effectively position the full suite of Thoughtworks solutions and offerings to our clients, including global delivery and nearshore capabilities
• Drive consultative sales across product design, custom software, data, and managed services by influencing and shaping clients' strategic decisions
• Create and own the customer sales narrative, orchestrate deal pursuits, manage and coordinate MSA, SOW, and rate card negotiations, and shape complex consulting and software development agreements
• Build and maintain a robust sales pipeline (~3X of target), including qualified opportunities in the Insurance sector, by leveraging direct sales, partnerships, and referrals
• Work closely with delivery teams, solution architects, and marketing to tailor offerings to client needs in the Insurance space
• Partner with alliances and ecosystem partners (e.g., AWS, Microsoft, Google Cloud) to drive joint sales opportunities in areas like AI-based load forecasting, smart meter data integration, and customer portals

Benefits

• There is no one-size-fits-all career path at Thoughtworks: however you want to develop your career is entirely up to you
• Your career is supported by interactive tools, numerous development programs and teammates who want to help you grow