Principal Business Development Executive - Strategic Sales (Multi-Market)

• 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 that may be generated through professional networks and industry events. Effectively position the full suite of Thoughtworks solutions and offerings to our clients, including offshore distribution of work effectively leveraging our global capabilities.
• Consultative sales of product design, custom software, data and managed services by influencing and shaping customers' strategic decision making.  This is accomplished through Thoughtworks value articulation and differentiated positioning with client executives, with a focus on generating longer term opportunities in excess of $10M in TCV.
• Create and own the customer sales narrative, tightly orchestrate deal pursuits, manage and coordinate MSA, SOW and rate card negotiations, and shape complex consulting and software development agreements,Stay ahead of industry trends, emerging technologies, and market shifts to position Thoughtworks effectively and act as a trusted advisor, helping senior client executives align technology investments with business goals. 
• Build and develop a robust  sales pipeline, of  ~3X qualified sales opportunity pipeline through leveraging direct sales , partnerships and referrals 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 (e.g., AWS, Microsoft, Google Cloud) to drive joint sales opportunities.

Technical Skills

• Spark Executive Connections: Cultivate high-value relationships with C-suite and IT leaders using your deep professional network, creative outbound strategies, and market influence.

• Architect $10M+ Mega-Deals: Consultatively position Thoughtworks' entire portfolio—from AI/data and product design to custom engineering—shaping client vision to secure multi-year engagements in excess of $10M TCV.

• Command the Deal Narrative: Own the sales narrative from end to end—orchestrating pitch teams, leading high-stakes MSA/SOW negotiations, and structuring complex commercial agreements.

• Champion Global Delivery: Position our full spectrum of onshore, nearshore, and offshore capabilities to give enterprise clients the ultimate balance of speed, innovation, and scale.

• Maintain a High-Velocity Pipeline: Build and sustain a healthy 3x qualified pipeline via direct hunting, executive referrals, and alliance channels to consistently crush revenue and margin targets.

• Act as a Visionary Advisor: Stay ahead of tech disruptions and market shifts to serve as a trusted peer to client executives, directly aligning tech investments with business outcomes.

• Maximize Cloud Alliances: Co-sell and co-innovate alongside hyper-scaler partners (AWS, Microsoft Azure, Google Cloud) to capture joint market share and accelerate deal momentum.

• Mobilize Internal Powerhouses: Partner seamlessly with world-class delivery leaders, solution architects, and marketing teams to tailor unbeatable, high-impact client proposals.

Professional Skills

Learning & Development

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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. Together, let’s be extraordinary.

Thoughtworks provides reasonable accommodations for qualified applicants with disabilities or religious beliefs at any stage of the hiring process, as required by law. Candidates can request support via the designated form or their recruiter without needing to disclose medical diagnoses or detailed personal information. Upon receiving a request, Thoughtworks engages in a confidential, timely, and respectful interactive process to determine an appropriate accommodation. Requesting assistance carries no risk of retaliation or adverse impact on hiring decisions; however, recruitment accommodations do not automatically guarantee ongoing support once hired, requiring a separate review process if accommodations are needed to perform the role.

See here our AI policy.