Client Principal - Retail/Travel
at Thoughtworks
Toronto, Canada
We are a global software consultancy and a community of passionate, purpose-led individuals. We think disruptively to deliver technology to address our clients; toughest challenges, all while seeking to revolutionize the IT industry and create positive social change.
Thoughtworks is seeking to expand our Go-To-Market team in Retail/Travel in Canada to support some of our fastest growing accounts in this industry.
Our Client Partners are responsible for a portfolio of customers in the Retail/Travel space, give direction to client partners and business developers in this area and support them to expand our network, footprint and relationship. Furthermore, they also take responsibility for one of our major accounts during 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
- You will 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 partner closely with technical leaders to support the delivery team, ensuring they have what they need to be successful.
- You will engage in consultative business development, growing relationships both vertically and horizontally.
- 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 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 maintain a watchful eye on how Thoughtworks executes engagements and take a proactive approach to mitigating potential risks before they arise.
- You will stay current with Thoughtworks’ business strategy and IT goals.
Job qualifications
Technical Skills
- You have a good understanding of the retail/travel industry, familiarity with the main industry trends and drivers as well as relevant players.
- You have experience working in many different executive revenue- generating roles requiring strong business acumen.
- 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 have success 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 driven thought leadership and innovation experience for clients.
- You have influenced 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.
- You are able to think out-of-the-box and you can energize your team to come up with innovative ideas to create new revenue streams.
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 practicaland tactical action and the skills to create value propositions for clients.
- A goal-oriented self-starter, with strong consultative instincts and skills whoquickly and easily establishes rapport and credibility.
- 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.
- Experience with different commercial models and a deep understanding of the factors influencing margin and competitive pricing.
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.