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 HCLS (short for Healthcare & Life Sciences) in Europe to support some of our fastest growing accounts in this industry.
Our Client Principals or Account Managers 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
- You will establish, build, and maintain long-term, value-based relationships with a growing number of senior client stakeholders.
- You will drive $8-10 million in revenue and bookings per year from accounts to meet or exceed profitability targets.
- You will work on continuous margin improvement in sold and delivered margin.
- You will understand the industry context, the customer problem and define mutual value for all parties.
- You will develop and execute on key account plans and overall go-to-market strategies.
- You will achieve established revenue and profitability targets based on our yearly goals.
- You will work closely with the account leadership team (consisting e.g. of the account tech director and account delivery director).
- You will actively participate in the go-to-market plan creation/refinement for your account as well as for the industry vertical (HCLS).
- You will report account activity, opportunity status and other details to the HCLS leadership (Portfolio Director Europe).
- Regular onsite presence at the client offices in the Germany (Stuttgart, Berlin, Cologne) or Netherlands (Amsterdam) will be required.
Job qualifications
Technical Skills
- You have a good understanding of the HCLS 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 drive thought leadership and innovation experience for clients.
- You have 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 national/global sensibility and a sophisticated view of the business.
- A strategic thinker, with the ability to translate concepts and ideas into practical and tactical action and the skills to create value propositions for clients.
- A goal-oriented self-starter, with strong consultative instincts and skills who quickly 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.
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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