Principal Business Development Executive – Strategic Sales, Multi-Market

This is a fully remote position, open to applicants in Illinois, +2 more states.

📋 Description

• Propel growth for Thoughtworks throughout the Americas by establishing relationships with C-suite executives and shaping strategic enterprise engagements.

• Identify, develop, and secure high-TCV opportunities within new clients and existing enterprise accounts.

• Forge connections and generate leads with business and IT leaders via networks, partnerships, innovative networking, and proactive selling.

• Present Thoughtworks' comprehensive portfolio, which includes product design, custom software, data, managed services, and global delivery capabilities.

• Consultatively sell and develop long-term opportunities exceeding $10M in total contract value.

• Take ownership of the customer sales narrative and manage deal pursuits from initial prospecting through negotiation and closure.

• Oversee and coordinate MSA, SOW, rate card negotiations, and intricate consulting and software development agreements.

• Establish and maintain a sales pipeline that is approximately 3x qualified to achieve revenue and margin goals.

• Transform initial successes into sustainable, multi-year client accounts and uncover follow-on opportunities.

• Keep abreast of industry trends, emerging technologies, and market changes to provide guidance to senior client executives.

• Collaborate with delivery teams, solution architects, marketing, alliances, and ecosystem partners.

• Drive collaborative sales opportunities with AWS, Microsoft, and Google Cloud.

⛳️ Requirements

• Proven history of consultative selling within leading IT services or digital engineering consultancies.

• Demonstrated proficiency in selling custom software applications, modern cloud architecture, and large-scale digital transformations.

• Extensive executive network with the ability to engage C-level decision-makers across various business sectors.

• Capability to align business vision with technical realities and convert client challenges into high-value commercial agreements.

• Ability to nurture relationships with C-suite and IT leaders through professional networks, outbound strategies, and market influence.

• Proficient in positioning AI/data, product design, custom engineering, and global delivery capabilities.

• Expertise in leading high-stakes MSA/SOW negotiations and structuring complex commercial agreements.

• Competence in maintaining a 3x qualified sales opportunity pipeline.

• Experience in co-selling and co-innovating with AWS, Microsoft Azure, and Google Cloud.

• Skilled in collaborating with delivery leaders, solution architects, marketing teams, and ecosystem partners.

• Outstanding emotional intelligence, active listening, and insightful questioning abilities.

• Composure and determination in navigating complex, multi-year sales cycles.

• Ability to mobilize matrixed pursuit teams through persuasion, clear vision, and teamwork.

🏝️ Benefits

• Career support through interactive tools and a variety of development programs.

• A culture of cultivation and teammate support for professional growth.

• Commitment to equal opportunity employment.

• Provision of reasonable accommodations for disabilities or sincerely held religious beliefs, practices, or observances.

• Confidential, timely, and respectful management of accommodation requests.