Thoughtworks is seeking to expand our Go-To-Market team in RCTT (short for Retail, Consumer, Travel and Transportation) in Europe to support one of our fastest growing accounts in the Aviation industry.
We are looking for a leader who is experienced with selling and delivering digital transformations encompassing our core offerings of Customer Experience, Product Innovation, Enterprise Platform Modernization, Data Modernization, AI Readiness, Engineering Excellence, and Digital Application and Maintenance Operations (DAMO). You will be inheriting a large program of digital transformation spanning various technologies, business domains, and delivery locations, and will be responsible for managing and expanding our partnership and collaboration with the customer. Regular onsite presence at the client office in the London area and visits to our delivery locations in Spain and the UK will be required.
Our Client Principals are responsible for the entire sales cycle (lead generation through proposal, contract negotiation, and closure) as well as client relationship management, account planning, growth, joint delivery governance, and project reviews.
Job Responsibilities
* Achieve established revenue targets, forecast and manage sales, revenue, and margins at existing customers.
* Establish, grow, and nurture long-term, value-based relationships with a growing number of senior client stakeholders, focusing on 1-3 accounts at a time.
* Approach client executives as true business partners, expanding the company’s breadth and depth to its full potential.
* Take a consultative approach to working with our clients’ C-level executives and other stakeholders to achieve their business goals, redefine their industries, drive complex negotiations, and resolve conflicts.
* Help develop a range of IP and best practices around client and portfolio development to build the client base into a significant strategic asset.
* By understanding a client’s strategy inside out, identify opportunities to improve the partnership and increase revenue throughout the duration of the partnership.
* Farm and manage between one and three accounts at a time (including 1-2 prospect accounts).
* Drive $15 million to $50 million in revenue per year from accounts to meet or exceed profitability targets.
* Work on continuous margin improvement in sold and delivered margin.
Job Qualifications
Technical Skills
* Experience in executive revenue-generating roles with comprehensive business acumen to account strategies, cultivating ‘win-win' value propositions at both company and individual levels.
* Understanding of agile custom software delivery and the ability to motivate tech teams with creativity and enthusiasm.
* Good understanding of the Travel and hospitality industry, familiarity with the main industry trends and drivers as well as relevant players (e.g. eco-system partners).
* Experience working in various executive revenue-generating roles requiring strong business acumen.
* Success in managing and developing sophisticated senior client relationships and strategic business partnerships across the C-suite.
* Experience contributing to a clients’ business using a highly consultative and solution-oriented approach.
* Ability to drive thought leadership and innovation experience for clients.
* Ability to influence decisions by bringing in relevant industry trends and client stories on innovation and digital disruption.
* Experience in agile (custom) software development project delivery with an understanding of the momentum of technical projects and the challenges a highly technical team will face in project execution.
* Bonus points if well-versed in agile delivery best practices.
Professional Skills
* A forward-thinking mindset that infuses thought leadership and innovation into client partnerships.
* A natural consultant, solutions-oriented, influencing decisions by bringing in relevant industry trends and client stories.
* Able to balance strategy and execution while crafting visions and taking a progressive stance on agendas that drive change.
* Comfortable interfacing with C-suite on their strategy, ensuring expected outcomes while proposing new solutions that may increase revenue.
* Ability to take abstract, technical, or strategic concepts and translate them into actionable ideas.
* Thrives in a collaborative, flat environment that values transparency, openness, feedback, and change.
* Sees negotiation as an opportunity to establish credibility and a positive rapport with the client.
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. We 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 value helping each other be our best and empowering our employees in their career journeys.
Country: UK
City: London
Date Posted: 12-24-2024
Industry: Information Technology
Employment Type: Regular
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 to continuous learning to Thoughtworks. Together, let’s be extraordinary.
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