We are seeking to expand our Go-To-Market team in RCTT (short for Retail, Consumer, Travel and Transportation) in Europe with a special focus on the Airlines sector in the UK&I.
Specifically, 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 one large portfolio in the Retail space based on which you will grow the existing account, and acquire new accounts based on your network, your industry expertise and our marketing activities and in close collaboration with your account team, our industry and service line specialists and the RCTT market organization.
As a Business Development Manager, you are responsible for the entire sales cycle (lead generation through proposal, contract negotiation and closure) as well as client relationship management, account strategy and planning, joint delivery governance and project reviews.
This includes e.g.
● Understand the industry context, the customer problem and define mutual value
● Develop and execute on key account plans and overall go-to-market
● Acquire and nurture senior client relationships on strategic accounts
● Achieve established revenue and profitability targets
● Work closely with the account leadership team (consisting e.g. of the account tech director and account delivery director)
● Actively participate in the go-to-market plan creation/refinement for your account as well as for the industry vertical (RCTT), and
● Report account activity, opportunity status and other details to the RCTT leadership (portfolio director)
- Establish, build, and maintain long-term, value-based relationships with a growing number of senior client stakeholders.
- Farm and manage between one and three accounts at a time (including 1-2 prospect accounts).
- Drive $20 million to $50 million in revenue per year from accounts to meet or exceed profitability targets.
- Ensure the creation and execution of existing account strategies, and build “win-win” value propositions at the company and individual levels.
- Help develop a range of IP and best practices around client and portfolio development in order to build the client base into a significant strategic asset.
- Approach client executives as true business partners versus software delivery partners, expanding the company’s breadth and depth to its full potential.
- Work on continuous margin improvement in sold and delivered margin.
- A deep understanding of the retail (and ideally also the consumer goods) industry, familiarity with the main industry trends and drivers as well as relevant players (e.g. eco-system partners).
- A strong network in the industry.
- Experience working in many different executive revenue-generating roles requiring strong business acumen.
- Success 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 the ability to understand the momentum of technical projects and the challenges a highly technical team will face in project execution.
- A strategic thinker, with the ability to translate concepts and ideas into practical and tactical action and the skills to create value propositions for clients.
- A goal-oriented self-starter, with strong consultative instincts and skills who quickly and easily establishes rapport and credibility.
- Comfortable seeking out and interfacing with external constituents, and has the personal and social attributes to create and then manage effective long-lasting relationships.
- Skilled at negotiation and working in an ecosystem with external partners.
- Must be able to craft visions and adopt progressive points of view regarding the future, and rally people around the agendas that drive change.
- Thinks strategically, but also is highly skilled at execution in a complex environment with multiple stakeholders.
- A leader who inspires and grows a team who understands what it means to “put the team over self” .
- The ability to lead and motivate account and software development teams with creativity,imagination, energy, and enthusiasm.
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.
At Thoughtworks, we use AI tools to support our recruitment team with administrative tasks such as drafting communications, scheduling interviews and writing job descriptions.
Crucially, our AI tools do not screen, assess, rank or make hiring decisions. Every application is reviewed by our team and all selection decisions are made exclusively by our interviewers and hiring managers.
We are committed to fairness and responsible AI. We actively manage our AI systems by testing, monitoring for biased outcomes and implementing mitigation measures. We hold our third-party vendors to these same high standards through a rigorous governance process. For additional information, please see our full Thoughtworks AI Policy for Recruitment.
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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See here our AI policy.
Skills Required
- Deep understanding of the retail industry and familiarity with consumer goods trends, drivers, and ecosystem partners
- Strong industry network
- Experience in executive revenue-generating roles requiring strong business acumen
- Experience managing and developing sophisticated senior client relationships and strategic C-suite partnerships
- Experience contributing to client businesses through a consultative and solution-oriented approach
- Ability to drive thought leadership and innovation for clients
- Ability to influence decisions using industry trends, client stories, innovation, and digital disruption
- Experience with agile custom software development project delivery and understanding of technical project execution challenges
- Strategic thinking and ability to translate concepts into practical action and client value propositions
- Strong consultative, communication, relationship-building, negotiation, and execution skills
- Ability to lead and motivate account and software development teams
Thoughtworks Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Thoughtworks and has not been reviewed or approved by Thoughtworks.
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Leave & Time Off Breadth — Paid time off includes vacation accrual from day one with rollover, personal/sick days, development and service days, and a long‑tenure paid sabbatical. Policies also emphasize comprehensive leave for rest, illness, and rejuvenation.
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Healthcare Strength — Health coverage spans medical, dental, and vision and often extends to families, complemented by mental‑health support through Lyra and Headspace. In some regions, private providers and wellness rewards further bolster healthcare access.
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Parental & Family Support — Parental leave is positioned as generous across regions, with fully paid options in some markets and a comprehensive fertility policy. Adoption and broader family supports are also highlighted.
Thoughtworks Insights
What We Do
We are a global technology consultancy that delivers extraordinary impact by blending design, engineering and AI expertise. For 30 years, our commitment to design-led thinking, engineering excellence and innovation means we prioritize people, build teams with strong technical foundations and embed AI into every step of the process – not just as a tool but as a mindset. It’s this approach that sets us apart, sparks bold ideas and empowers us to drive real, lasting innovation. We’re not preparing for the future – we’re defining it.
Why Work With Us
As technologists, we have a unique role to play in how technology should benefit all of society, pursuing a more equitable future. Part of that role is to continuously educate ourselves on the issues that matter to the causes we believe in. We recognize our privilege and strive to see the world from the perspective of the most vulnerable.
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