Business Development Manager

About the role

Thoughtworks is seeking industry- and market-relevant business development professionals to join and lead a sector of our client growth in the Singapore region. Business Development Managers 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 Manager (BDM) you are responsible for prospecting, shaping and selling aspirational engagements for our clients as well as for Thoughtworks. 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.

Key facts

What you'll do

• Orchestrate consultative sales cycles by prospecting, qualifying, and shaping enterprise opportunities with C-suite and technical stakeholders in target accounts.
• Generate and execute on leads derived from professional networks, industry events, and targeted campaigns to build a robust pipeline of high-quality opportunities.
• Position the full suite of Thoughtworks offerings, including offshore delivery capabilities, to articulate differentiated value and align solutions with client strategic priorities.
• Create and own the customer sales narrative, coordinating complex deal pursuits and managing negotiations of MSA, SOW, and rate card terms to secure win-win agreements.
• Stay ahead of industry trends, emerging technologies, and market shifts to advise senior client executives on aligning technology investments with business objectives.
• Build and maintain a sales pipeline of approximately 3 times the qualified sales target, leveraging direct sales, partnerships, and referrals to exceed revenue and margin goals.
• Collaborate closely with delivery teams, solution architects, and marketing to tailor offerings, refine proposals, and ensure solution fit for complex engagements.
• Partner with alliances and ecosystem partners such as AWS and Microsoft to co-sell solutions and drive joint sales opportunities in the healthcare, life sciences, and public sector markets.
• Demonstrate expertise in selling custom software application development and digital transformation services at significant total contract value to C-level and board audiences.
• Act as a trusted advisor by translating industry trends and innovation priorities into compelling Thoughtworks narratives that accelerate executive conversations and secure strategic initiatives.

Requirements

• Bring multiple years of consultative selling experience within an enterprise IT services company to build and execute sophisticated sales strategies.
• Show a proven track record of selling custom software application development and digital transformation services with high total contract value in complex enterprise environments.
• Demonstrate deep expertise, insights, and credibility in the key industry focus of Healthcare, Life Sciences, and Public Sector through real client engagements.
• Cultivate and leverage trusted relationships across C-suite and executive levels within key enterprises to influence strategic decision making and secure large-scale deals.
• Exhibit strong proficiency in prospecting, leading, and closing deals that require navigating complex stakeholder landscapes and executive-level expectations.
• Articulate Thoughtworks' differentiated value proposition by connecting industry-specific challenges to innovative technology and delivery models.
• Operate effectively in a matrixed environment by collaborating with global delivery teams, solution architects, and marketing to execute cohesive sales outcomes.
• Partner confidently with alliances and ecosystem partners to expand reach and create joint value propositions for shared growth objectives.