Business Development Manager

Role Overview:

Thoughtworks is seeking industry- and market-relevant business development

professionals to join and lead a sector of our client growth in the Singapore 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 orals,

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: Healthcare,

Life Sciences and Public Sector

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

Technical Skills

Whilst this is a fully commercial role, Thoughtworks are a “technology at core”

organisation. We have found that sales leaders who possess a deep understanding of

the key aspects of agile and/or lean practices can often navigate our organisation ethos

and goals for these lead roles more adeptly than traditional Commercial Managers or

Sales Directors. With this in mind Thoughtworks are seeking a broad range of key skill

sets to match the very interesting proposition we are working towards.

Professional Skills:

● 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.

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. 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.

Our Hybrid Work Environment

While Thoughtworks can perform a number of operations and deliver some of its

services remotely, Thoughtworks is not a remote-only consultancy organization.

Connecting with our clients, and with each other, is the heart of our business model. As

a Thoughtworks industry domain leader, please expect regular travel. We expect bursts

of travel to be possible due to the nature of our business, client expectations, and

needs.

Responsible Use of AI in Recruitment

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.

About Thoughtworks

Thoughtworks is a global technology consultancy that integrates strategy, design and

engineering to drive digital innovation. For 30+ years, our clients have trusted our

autonomous teams to build solutions that look past the obvious. Here, computer science

grads come together with seasoned technologists, self-taught developers, midlife career

changers and more to learn from and challenge each other. Career journeys flourish

with the strength of our cultivation culture, which has won numerous awards around the

world.

Join Thoughtworks and thrive. Together, our extra curiosity, innovation, passion and

dedication overcomes ordinary.