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

Thoughtworks is a technology consultancy that helps clients solve complex business problems through technology. The Principal Business Development Executive will drive strategic sales growth across the Americas by developing executive relationships, creating enterprise opportunities, orchestrating complex deals, and expanding long-term client accounts.

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 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

Requirements:

• A standout track record of consultative selling within premier IT services or digital engineering consultancies
• Demonstrated mastery in selling custom software applications, modern cloud architecture, and large-scale digital transformations
• An expansive executive network and the strategic versatility to engage C-level decision-makers across diverse business domains
• The ability to align business vision with technical reality, translating client friction points into high-value, win-win commercial agreements
• Cultivate high-value relationships with C-suite and IT leaders using your deep professional network, creative outbound strategies, and market influence
• 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
• Own the sales narrative from end to end—orchestrating pitch teams, leading high-stakes MSA/SOW negotiations, and structuring complex commercial agreements
• Position our full spectrum of onshore, nearshore, and offshore capabilities to give enterprise clients the ultimate balance of speed, innovation, and scale
• Build and sustain a healthy 3x qualified pipeline via direct hunting, executive referrals, and alliance channels to consistently crush revenue and margin targets
• Stay ahead of tech disruptions and market shifts to serve as a trusted peer to client executives, directly aligning tech investments with business outcomes
• Co-sell and co-innovate alongside hyper-scaler partners (AWS, Microsoft Azure, Google Cloud) to capture joint market share and accelerate deal momentum
• Partner seamlessly with world-class delivery leaders, solution architects, and marketing teams to tailor unbeatable, high-impact client proposals
• Command respect in the boardroom through exceptional emotional intelligence, active listening, and the confidence to ask the incisive questions that uncover a client's core business friction
• Demonstrate the composure and grit required to navigate complex, multi-year sales cycles, turning high-stakes organizational ambiguity into clear, actionable pathing
• Masterfully mobilize and unify matrixed pursuit teams—connecting technical architects, delivery leaders, and ecosystem partners—through authentic persuasion, clear vision, and collaborative energy