Business Development Manager

Executive Partner for Growth BDM (Data & AI)

An Executive Partner for Growth BDM (Data & AI) for Growth at Thoughtworks is responsible for developing a pipeline of new opportunities, securing those opportunities and helping establish the early relationship with the client sector across ANZ. We are looking to grow our business through multi-year partnerships across technology and business services and Accelerate markets including travel and tourism, digital natives, marketplaces and
energy and utilities.
We engage with senior business and technology stakeholders in our clients. So you will have strong c-suite connections along with a track record of engaging at a c-suite level, using a consultative selling approach to maximise the customer outcomes.

Job 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 ofexec-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 canaddress 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 competitivelandscape to identify strategic opportunities for clients and position Thoughtworks as athought leader.
• Translate complex Data and AI concepts into business value propositions that resonatewith executive stakeholders across different industry verticals.
• Ensure the creation and execution of pursuit strategies, and build value alignedpropositions 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 ourcapabilities, 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 (incollaboration with other members of Thoughtworks).

Job qualifications

Technical Skills

• 15+ years experience in selling into large organisations (10+ years in Australia), with astrong network of senior executive contacts in these organisations.
• Proven track record of landing big deals ($10m-20m+) and successfully building andgrowing 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 establishedrelationships 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.

Professional Skills

• 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 strategicconversations.
•  Ability to connect business challenges to appropriate Data and AI solutions byunderstanding the capabilities and limitations of different approaches and technologies.

Other things to know

Learning & Development

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.

About Thoughtworks

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.

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