What are the responsibilities and job description for the Client Principal(BFSI) position at thoughtworksreferral?
Executive Partner for Growth (BFSI) - ANZ
An Executive Partner for Growth at Thoughtworks is responsible for developing a pipeline of new opportunities, securing those opportunities and helping establish the early relationship with the client in the BFSI sector within ANZ.
We engage with senior business and technology stakeholders in our clients. So ideally you will have a track record of engaging at a c-suite level, using a consultative selling approach to maximise the customer outcomes.
Job responsibilities
- Successfully hunt and convert new FSI target accounts in Australia and broader ANZ,creating the foundation for long-term, value-based relationships. Success is the sale ofwin-win value propositions and nurturing executive relationships for continuing business.
- Credentialise Thoughtworks in Financial Services, through a network of exec-levelindustry contacts, a strong understanding of the Financial Services Domain (particularlyBanking and Payments) and a current understanding of the challenges and opportunitieswithin the Singapore Financial Services Industry.
- Ensure the creation and execution of pursuit strategies, and build value alignedpropositions at the company and at an individual level with clients.
- Approach client executives as true business partners versus software delivery partners -expanding Thoughtworks engagement to encompass the breadth and depth of ourcapabilities, including where appropriate, our world leading Global Delivery centres.
- Recognise that our people and our clients are at the centre of everything we do.
- Proactively create propositions that address an organisation's relevant challenges (incollaboration with other members of Thoughtworks).
Job qualifications
Technical Skills
- 15 years experience in selling into large Financial Services (5 years in Australia), witha strong network of senior executive contacts in these organisations.
- Proven track record of landing big deals ($20m ) and successfully building and growingclient relationships.
- Demonstrate a successful record of proactively prospecting, opening new logos.
- Bring experience in leveraging partners as a channel of growth with establishedrelationships with Cloud Hyperscalers and/or Core Banking vendors.
- Can win and grow exec-level relationships and quickly move these beyond "sales" into"trusted partner" territory.
- The ability to develop a territory plan that brings together an understanding of theindustry, a prioritised list of targets and your c-level connects with the Thoughtworksvalue proposition and Vertical strategy.
Professional Skills
- Ability to communicate progress through numbers (TAM, pipeline, bookings, revenue).
- Ability to bring sophisticated commercial negotiation skills to construct multi-year deals.
- Demonstrable strong work ethic and has an internal motivation to succeed.
- Adept at consultative selling to shape and deliver transformative outcomes.
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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