Business Development Manager

About the Role

Key Responsibilities

• Develop relationships and leads with business and IT executives at target enterprise clients 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, and ecosystem partnerships. Effectively position the full suite of Thoughtworks solutions and offerings to our clients, including global delivery and nearshore capabilities.
• Drive consultative sales across product design, custom software, data, and managed services by influencing and shaping clients' strategic decisions.
• Create and own the customer sales narrative, orchestrate deal pursuits, manage and coordinate MSA, SOW, and rate card negotiations, and shape complex consulting and software development agreements.
• Stay ahead of industry trends and regulations—such as FERC, NERC, and state-level mandates—and position Thoughtworks as a trusted partner helping utilities clients future-proof their digital infrastructure and operational resilience.
• Build and maintain a robust sales pipeline (~3X of target), including qualified opportunities in the Utilities sector, by leveraging direct sales, partnerships, and referrals.
• Work closely with delivery teams, solution architects, and marketing to tailor offerings to client needs in the energy, water, and gas space.
• Partner with alliances and ecosystem partners (e.g., AWS, Microsoft, Google Cloud) to drive joint sales opportunities in areas like AI-based load forecasting, smart meter data integration, and customer portals.

Requirements

• Over ten years of applicable experience and a "hunter" mentality, with a proven track record of lead generation, opportunity development, relationship building, and closing within custom application development, digital transformation, and managed services.
• Strong domain expertise in BFSI, with the ability to engage in informed conversations about industry operations, regulatory requirements, and digital trends shaping the sector.
• Strong customer value orientation and the ability to translate technical capabilities into meaningful business outcomes for utility clients undergoing modernization and transition to clean energy models.
• A track record of winning high-value business solutions and strategic technology programs (including $10M+ deals) beyond commoditized services.
• Experience engaging C-level stakeholders and subject matter experts using a consultative selling approach that builds credibility and trust.
• Deep understanding of cloud, AI, data and analytics, software engineering, and agile delivery applied to operational and customer-facing systems in the utilities landscape.
• Entrepreneurial drive, collaborative spirit, and a hands-on approach to crafting pursuit materials, solution narratives, and client proposals.

Nice to Have

• Experience in the utilities sector, including grid analytics platforms, outage management solutions, digital customer engagement, and sustainability reporting platforms.
• Knowledge of industry regulations such as FERC, NERC, and state-level mandates.
• Experience partnering with cloud providers like AWS, Microsoft, and Google Cloud to drive joint sales opportunities.

Qualifications

• Over ten years of applicable experience in enterprise sales, digital transformation, or related fields.

Benefits & Perks

• Support for your career development through interactive tools, development programs, and a culture that encourages growth.
• A collaborative environment where teammates help each other be their best.