Client Partner

Client Partner - BFSI ( Banking, Financial Services, and Insurance) - Banking 2

Thoughtworks is seeking to expand our BSFI Commercial Team focused on Go-to-Market activity, representing Thoughtworks with some of our largest accounts within the Banking, Capital Markets, Insurance and Payments sub-domains.

We are looking for the industry best Go-to-Market executives that have built their career deeply understanding the market they serve, understand a range of current trends that are both industry based as well as technology serving that industry and have an interesting POV as to how these trends can shape value accretion at a sub-domain and customer level.

Further, these senior executives will have a strong connection to their client base, having worked in the relevant specific sub-domanin/s for over 15 years and that will serve as the new account and new logo environment from which they can develop a client base at Thoughtworks.

Similarly, Thoughtworks has a strong pedigree of marquee customer relationships for which the roles will have responsibility for managing and growing.

Job responsibilities

• Developing a strategy to deliver accretive value to our customers and enhance our Thoughtworks brand as a partner of trust with end customers in Banking and Capital Markets.
• Executing on key account plans and sales programs including the delivery of growth metrics for accounts.
• Enhancing existing and bringing new executive level relationships to maturity inaccounts being managed by the incumbent to this role. Particular focus here is toexpand the narrative within existing customers to ensure Thoughtworks is not only managing one service and one set of relationships within our customers, but we expandto two or more services in customers broadening our executive connect across differentdivisions or businesses within our customer.
• Establish, build, and maintain long-term, value-based relationships with a growing numberof senior client stakeholders.
• Grow a portfolio of accounts across 5-10 customers & drive $15 million to $50 million in revenue per year from accounts to meet or exceedprofitability targets. Ensure the creation and execution of existing account strategies, and build win-win valuepropositions at the company and individual levels.
• Help develop a range of IP and best practices around client and portfolio development inorder to build the client base into a significant strategic asset.
• Approach client executives as true business partners versus software delivery partners,expanding the companys breadth and depth to its full potential.
• Drive offshoring as an integral part of the delivery method & oversee ThoughtWorks execution of engagements, providing early visibility to leadershipregarding potential risks.
• Continually stay up to date with the companys business strategy and IT goals.

Job qualifications

Technical Skills

• Experience working in many different executive revenue-generating roles requiring strongbusiness acumen.
• Success managing and developing sophisticated senior client relationships and strategicbusiness partnerships across the C-suite.
• Experience contributing to a clients business using a highly consultative andsolution-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 oninnovation and digital disruption.
• Experience in software development project delivery with the ability to understand themomentum of technical projects and the challenges a highly technical team will face in projectexecution.

Professional Skills

• 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 tacticalaction and the skills to create value propositions for clients.
• A goal-oriented self-starter, with strong consultative instincts and skills who quickly andeasily establishes rapport and credibility.
• Comfortable seeking out and interfacing with external constituents, and has the personaland social attributes to create and then manage effective long-lasting relationships.
• Skilled at negotiation.
• Must be able to craft visions and adopt progressive points of view regarding the future, andrally people around the agendas that drive change.
• Thinks strategically, but also is highly skilled at execution in a complex environment withmultiple stakeholders.
• 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.