We are seeking to expand our Go-To-Market team in RCTT (short for Retail, Consumer, Travel and Transportation) in Europe with a special focus on the Retail sector in the UK & Ireland.
Specifically, we are looking for a leader who is experienced with selling and delivering digital transformations encompassing our core offerings of Customer Experience, Product Innovation, Enterprise Platform Modernization, Data Modernization, AI Readiness, Engineering Excellence and Digital Application and Maintenance Operations (DAMO).
You will inherit one large portfolio in the Retail space and will grow the existing account and acquire new accounts based on your network, industry expertise, marketing activities and close collaboration with the account team, industry and service line specialists, and the RCTT market organization.
As a Client Principal, you are responsible for the entire sales cycle (lead generation through proposal, contract negotiation and closure) as well as client relationship management, account strategy and planning, joint delivery governance and project reviews.
Core Responsibilities
* Understand the industry context, the customer problem and define mutual value
* Develop and execute on key account plans and overall go-to-market
* Acquire and nurture senior client relationships on strategic accounts
* Achieve established revenue and profitability targets
* Work closely with the account leadership team (consisting e.g. of the account tech director and account delivery director)
* Actively participate in the go-to-market plan creation/refinement for your account as well as for the industry vertical (RCTT)
* Report account activity, opportunity status and other details to the RCTT leadership (portfolio director)
Job Responsibilities
* Establish, build, and maintain long-term, value-based relationships with a growing number of senior client stakeholders.
* Farm and manage between one and three accounts at a time (including 1-2 prospect accounts).
* Drive $20 million to $50 million in revenue per year from accounts to meet or exceed profitability targets.
* Ensure the creation and execution of existing account strategies, and build “win-win” value propositions at the company and individual levels.
* Help develop a range of IP and best practices around client and portfolio development in order to build the client base into a significant strategic asset.
* Approach client executives as true business partners rather than software delivery partners, expanding the company’s breadth and depth to its full potential.
* Work on continuous margin improvement in sold and delivered margin.
Job Qualifications
Technical Skills
* A deep understanding of the retail (and ideally also the consumer goods) industry, familiarity with the main industry trends and drivers as well as relevant players (e.g. eco-system partners).
* A strong network in the industry.
* Experience working in many different executive revenue-generating roles requiring strong business acumen.
* Success managing and developing sophisticated senior client relationships and strategic business partnerships across the C-suite.
* Experience contributing to clients’ business using a highly consultative and solution-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 on innovation and digital disruption.
* 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.
Professional Skills
* 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.
* Comfortable seeking out and interfacing with external constituents, and has the personal and social attributes to create and then manage effective long‑lasting relationships.
* Skilled at negotiation and working in an ecosystem with external partners.
* Must be able to craft visions and adopt progressive points of view regarding the future, and rally people around the agendas that drive change.
* Thinks strategically, but also is highly skilled at execution in a complex environment with multiple stakeholders.
* A leader who inspires and grows a team who 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.
Important Things to Know
Projects are almost exclusively on customer site, so candidates should be flexible and open to travel.
It is the policy of ThoughtWorks, Inc. to provide a work environment free of discrimination. The Company will take affirmative action to ensure applicants and ThoughtWorks employees are treated without regard to race, color, religion, sex, national origin, ethnic origin, veteran status, family status, disability, sexual orientation, gender expression or gender identity. This also includes individuals who are perceived to have any of the aforementioned attributes. ThoughtWorks will adhere to all federal, state, and municipal laws and regulations governing employment.
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