Principal - Business Development Manager Thoughtworks is seeking industry- and market-relevant business development professionals to join and lead a sector of our client growth in the ANZ region. Business Development Managers at Thoughtworks are responsible for developing and securing a pipeline of new opportunities and building relationships with both new clients and in new areas of existing client organizations. As a Business Development Manager (BDM) you are responsible for prospecting, shaping and selling aspirational engagements for our clients as well as for Thoughtworks. Your responsibilities and accountabilities include prospecting, identifying and qualifying new opportunities, building trust with potential clients, shaping deals, developing winning value propositions, tightly orchestrating sales pitches, proposals and orally, negotiating win/win agreements with prospective clients, and expanding follow-on sales to create a sustainable business within each account. You will work across client organizations, from C-level and board members to front line business and technical staff, building relationships to secure long‑lasting business opportunities. To be successful, you will have multiple years of consultative selling experience within an enterprise IT services company. Your experience should demonstrate industry relevance and expertise across one or more industry domains. You will have sold custom software application development and digital transformation services, and have demonstrated proficiency in prospecting, leading and securing custom software and digital transformation deals with significant total contract value (TCV). You will have expertise dealing with both business and IT leaders and executives. Industry Expertise and Strategic Focus You will bring deep expertise, insights, and credibility in the key industry: Transportation, Travel & Logistics. As a seasoned industry specialist, you have spent your career enabling clients to solve complex challenges and achieve meaningful business outcomes. You’ve cultivated trusted relationships across the C-suite and executive levels of key enterprises within your domain. At Thoughtworks, you’ll use that industry‑specific network and insight to articulate our differentiated value proposition, accelerate executive conversations, and drive new business opportunities. Your deep contextual understanding of the industry’s trends, challenges, and innovation priorities will position you to shape strategic solutions and drive meaningful client impact. Job 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. Job Qualifications Over ten years of applicable experience and a “hunter” mentality, with a proven track record that demonstrates superior lead prospecting, opportunity development, deal shaping, relationship building, negotiation, and commercial acumen within the digital transformation, custom application development and managed services market. Technology and consulting expertise - and significant, proven experience within selected industry vertical - with the ability to translate client pain points and business issues into solutions and outcomes that drive business value. Strong customer value orientation; you lead clients to successfully achieve their business objectives and outcomes. Expertise to sell high‑value business solutions beyond commoditized services and staff augmentation. Ability to lead complex sales cycles, including RFPs, multi‑stakeholder negotiations, and deal structuring with a proven track record of closing $10M+ enterprise deals in technology consulting, digital transformation, cloud, AI, or software development. Gravitas and experience in engaging C‑level stakeholders at the business and technology level, using a consultative selling approach to maximize customer outcomes. Deep understanding of technology trends, cloud solutions, AI, and agile methodologies. An entrepreneurial drive and spirit that ensures you will lead and rally our organization around strategic pursuits with a hands‑on approach to deliverable creation. Professional Skills Various technical and professional skills include: deep understanding of agile and/or lean practices, consultative selling approach, and the ability to navigate Thoughtworks’ organisational ethos and goals. Travel As an industry domain leader you can expect regular travel. Bursts of travel may be required due to the nature of our business, client expectations, and needs. #J-18808-Ljbffr