Business Development Manager
- New York City, NY
- Permanent
- Full-time
Thoughtworks is seeking industry- and market-relevant business development leaders to join and lead our client growth in the Americas region. Business Development Executives 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 Executive, you are responsible for prospecting, shaping and selling aspirational engagements for our clients as well as for Thoughtworks. You will work within Thoughtworks' Strategic Sales team, leading the development and expansion of client relationships within our company.
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.Given this role may focus on the BFSI vertical, you will bring deep domain expertise across segments such as retail banking, commercial banking, capital markets, payments, fintech, wealth and asset management, and insurance (life, property & casualty, health).
You'll be able to engage credibly with stakeholders across business, operations, risk, compliance, technology, and innovation functions, addressing high-impact priorities including:● Digital banking and customer experience transformation
● Core banking modernization, cloud migration, and open banking enablement
● Real-time payments, ISO 20022, and next-gen transaction processing
● AI/ML use cases such as credit decisioning, fraud detection, risk scoring, and
personalized financial services
● Intelligent automation, workflow digitization, and STP (straight-through processing)
● Cybersecurity, data privacy, and regulatory compliance (e.g., SOX, GDPR, CCAR,
Basel, NAIC)
● Data modernization, including enterprise data lakes, customer 360, and advanced
analytics
● Insurance underwriting automation, claims optimization, and telematics adoption
● ESG compliance, sustainable finance, and green investing platformsYou will have a strong network across financial institutions and fintechs, and understand the strategic imperatives driving the industry-ranging from operational efficiency and innovation to trust, risk, and resilience.
As a trusted advisor, you will help clients build and modernize secure, scalable digital platforms that accelerate business growth while meeting regulatory demands. You will position Thoughtworks' differentiated capabilities-including cloud-native development, data and AI, experience design, agile delivery, and platform engineering-as drivers of digital reinvention
across the BFSI landscape.Job responsibilities
- Develop relationships and leads with business and IT executives at target enterpriseclients on an ongoing basis by leveraging your professional network, personal contacts,and through creative networking, partnership, and outbound selling strategies.
- Execute on leads generated through professional networks, industry events, andecosystem partnerships. Effectively position the full suite of Thoughtworks solutions andofferings to our clients, including global delivery and nearshore capabilities.
- Drive consultative sales across product design, custom software, data, and managedservices by influencing and shaping clients' strategic decisions. In the Utilities context,this includes grid analytics platforms, outage management solutions, digital customerengagement, and sustainability reporting platforms.
- Create and own the customer sales narrative, orchestrate deal pursuits, manage andcoordinate MSA, SOW, and rate card negotiations, and shape complex consulting andsoftware development agreements.
- Stay ahead of industry trends and regulations - such as FERC, NERC, and state-levelmandates - and position Thoughtworks as a trusted partner helping utilities clientsfuture-proof their digital infrastructure and operational resilience.
- Build and maintain a robust sales pipeline (~3X of target), including qualifiedopportunities in the Utilities sector, by leveraging direct sales, partnerships, and referrals.
- Work closely with delivery teams, solution architects, and marketing to tailor offerings toclient needs in the energy, water, and gas space.
- Partner with alliances and ecosystem partners (e.g., AWS, Microsoft, Google Cloud) todrive joint sales opportunities in areas like AI-based load forecasting, smart meter dataintegration, and customer portals.
- Over ten years of applicable experience and a “hunter” mentality, with a proven trackrecord of lead generation, opportunity development, relationship building, and closingwithin custom application development, digital transformation, and managed services.
- Strong domain expertise in BFSI, with the ability to engage in informed conversationsabout industry operations, regulatory requirements, and digital trends shaping the sector.
- Strong customer value orientation and the ability to translate technical capabilities intomeaningful business outcomes for utility clients undergoing modernization and transitionto clean energy models.
- A track record of winning high-value business solutions and strategic technologyprograms (including $10M+ deals) beyond commoditized services.
- Gravitas and experience in engaging C-level stakeholders and subject matter expertsusing a consultative selling approach that builds credibility and trust.
- A deep understanding of cloud, AI, data and analytics, software engineering, and agiledelivery - applied to operational and customer-facing systems in the utilities landscape.
- Entrepreneurial drive, collaborative spirit, and a hands-on approach to crafting pursuitmaterials, solution narratives, and client proposals.