Client Partner - Software & Platform

Thoughtworks•Chicago, IL

About The Position

Thoughtworks is seeking to expand its Go-To-Market team in Tech & Business Services to support some of its fastest growing accounts in this industry. The Client Partner is responsible for a portfolio of customers in the Tech & Business Services, Software & Platform space, providing direction to client partners and business developers in this area and supporting them to expand the network, footprint, and relationship. They also take responsibility for one of the major accounts during the entire sales cycle (lead generation through proposal, contract negotiation and closure) as well as client relationship management, account planning and growth, joint delivery governance and project reviews.

Requirements

Good understanding of the tech industry, familiarity with the main industry trends and drivers as well as relevant players.
Experience working in many different executive revenue-generating roles requiring strong business acumen.
Experience in executive revenue-generating roles and comprehensive business acumen to account strategies, cultivating ‘win-win' value propositions at both company and individual levels.
Success managing and developing sophisticated senior client relationships and strategic business partnerships across the C-suite.
Experience contributing to a client’s business using a highly consultative and solution-oriented approach.
Driven thought leadership and innovation experience for clients.
Influenced 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.
Able to think out-of-the-box and energize your team to come up with innovative ideas to create new revenue streams.
A national/global sensibility and a sophisticated view of the business.
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.
A forward-thinking mindset - infuse thought leadership and innovation into how you partner with a client.
A natural consultant, solutions-oriented and influence 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 that we're delivering the expected outcomes while staying a step ahead to propose new solutions that may increase revenue.
Translating abstract, technical or strategic concepts into actionable ideas comes naturally.
Thrive in a collaborative, flat environment that values transparency, openness, feedback and change.
Don't shy away from negotiation. See it as an opportunity to establish credibility and a positive rapport with the client.
Experience with different commercial models and a deep understanding of the factors influencing margin and competitive pricing.

Nice To Haves

Well versed in agile delivery best practices.

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.
Partner closely with technical leaders to support the delivery team, ensuring they have what they need to be successful.
Engage in consultative business development, growing relationships both vertically and horizontally.
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.
Identify opportunities to improve the partnership and increase revenue throughout the duration of the partnership by understanding a client’s strategy inside out.
Maintain a watchful eye on how Thoughtworks executes engagements and take a proactive approach to mitigating potential risks before they arise.
Stay current with Thoughtworks’ business strategy and IT goals.