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ThoughtWorks

Client Principal for RCTT

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London

23h ago
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Job Description

Thoughtworks is seeking to expand our Go-To-Market team in RCTT (short for  Retail, Consumer, Travel and Transportation) in Europe support one of our fastest growing accounts in the Aviation industry. 

Specially, 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 a large program of digital transformation spanning various technologies, business domains as well as delivery locations and will be responsible for managing and expanding our partnership and collaboration with the customer. Regular onsite presence at the client office in the London area and visit to our delivery locations in Spain and the UK will be required.

Our Client Principals are responsible for 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. 

Job responsibilities

  • Achieve established revenue targets, forecast and manage sales, revenue and margins at existing customers .
  • You will 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.
  • You will approach client executives as true business partners, expanding the company’s breadth and depth to its full potential.
  • You will 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.
  • You will establish, build, and maintain long-term, value-based relationships with a growing number of senior client stakeholders.
  • You will help develop a range of IP and best practices around client and portfolio development to build the client base into a significant strategic asset.
  • By understanding a client’s strategy inside out, you will identify opportunities to improve the partnership and increase revenue throughout the duration of the partnership.
  • You will farm and manage between one and three accounts at a time (including 1-2 prospect accounts).
  • You will drive $15 million to $50 million in revenue per year from accounts to meet or exceed profitability targets.
  • You wil work on continuous margin improvement in sold and delivered margin.

Job qualifications

Technical Skills

  • You have experience in executive revenue-generating roles and bring comprehensive business acumen to your account strategies, cultivating ‘win-win' value propositions at both company and individual levels.
  • You understand agile custom software delivery and can motivate tech teams with creativity and enthusiasm.
  • You have good understanding of the Travel and hospitality industry, familiarity with the main industry trends and drivers as well as relevant players (e.g. eco-system partners).
  • You have experience working in many different executive revenue-generating roles requiring strong business acumen.
  • You have success in managing and developing sophisticated senior client relationships and strategic business partnerships across the C-suite.
  • You have experience contributing to a clients’ business using a highly consultative and solution-oriented approach.
  • You have the ability to drive thought leadership and innovation experience for clients.
  • You have the ability to influence decisions by bringing in relevant industry trends and client stories on innovation and digital disruption.
  • You have 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.
  • Bonus points if you are 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, you're solutions-oriented and influence decisions by bringing in relevant industry trends and client stories.
  • You're able to balance strategy and execution, while crafting visions and taking a progressive stance on agendas that drive change.
  • You're 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.
  • Taking abstract, technical or strategic concepts and translating them into actionable ideas comes naturally for you.
  • You thrive in a collaborative, flat environment that values transparency, openness, feedback and change.
  • You don't shy away from negotiation -- you see it as an opportunity to establish credibility and a positive rapport with the client.

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.

About Thoughtworks

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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