Principal Client Partner

Client Principals are the trusted partner of existing Thoughtworks clients, supporting them in their business transformation journey through a technology-centric approach. They\’re also an extension of delivery teams, ensuring that both business and technology groups are aligned. By staying continuously connected with a customer\’s business and technology strategy as well as our offerings, they drive customer growth while positioning Thoughtworks as trusted industry leaders.

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.
• 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.
• Understand a client’s strategy inside out to identify opportunities to improve the partnership and increase revenue throughout the duration of the partnership.
• 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.

Job qualifications

Technical Skills

• Experience in executive revenue-generating roles and bring comprehensive business acumen to account strategies, cultivating ‘win-win\’ value propositions at both company and individual levels.
• Understanding of agile custom software delivery and can motivate tech teams with creativity and enthusiasm.
• Bonus points if well versed in agile delivery best practices.

Professional Skills

• A forward-thinking mindset – you 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 expected outcomes are delivered 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.
• Doesn\’t shy away from negotiation — sees it as an opportunity to establish credibility and a positive rapport with the client.

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