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Client Principals are the trusted partner of existing Thoughtworks clients, supporting them in their business transformation journey through a technology-centric approach. They're also an extension of delivery teams, ensuring that both business and technology groups are aligned. By staying continuously connected with a customer's business and technology strategy as well as our offerings, they drive customer growth while positioning Thoughtworks as trusted industry leaders.

As part of the Demand team, you'll play a key role in our ambitious aims for 2022 and beyond. 
Given we are a small team with big ambitions focusing on the local Spanish market, you would be also expected to successfully convert new target accounts and inbound, creating the foundation for long-term, value-based relationships.

Co-creating and executing our Spanish go-to-market strategy and helping drive brand awareness and lead generation campaigns would also be part of the challenge. Whilst this role is critical to our plans, we value the right attitude and potential over experience.

Job responsibilities

  • Ensuring the creation and execution of existing account strategies, and build “win-win” value propositions at the company and individual levels.
  • Establishing, grow and nurture long-term, value-based relationships with a growing number of senior client stakeholders, focusing on 1-3 accounts at a time.
  • Nurturing executive relationships for continuing business.
  • Achieving revenue targets, forecast and manage sales, revenue and margins at existing customers, in partnership with the larger Client Leadership team.
  • Approaching client executives as true business partners versus software delivery partners, expanding Thoughtworks engagement to encompass the breadth and depth of our capabilities, including where appropriate, our world-leading Global Delivery centres.
  • Recognising that our people and our clients are at the centre of everything we do.
  • Partnering closely with technical leaders to support the delivery team, ensuring they have what they need to be successful.
  • Engaging in consultative business development, growing relationships both vertically and horizontally.
  • Identifying opportunities to improve the partnership and increase revenue throughout the duration of the partnership by understanding a client's strategy inside out.
  • Leading complex negotiations and resolving conflicts.
  • Maintaining a watchful eye on how Thoughtworks' executes engagements and take a proactive approach to mitigating potential risks before they arise.
  • Staying current with Thoughtworks' business strategy and goals.

Job qualifications

Technical skills

  • Relevant, current knowledge of the Spanish market situation, developments and trends in order to influence strategic decisions.
  • Experience in agile/lean 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.
  • Expertise to sell premium, not commoditised, professional services.
  • Experience working in many different executive revenue-generating roles (demonstrable track record of generating deals in excess of 3mil € and managing a yearly portfolio of clients in excess of 7mil €.
  • Success managing and developing sophisticated senior client relationships and strategic business partnerships across the C-suite using a highly consultative and solution-oriented approach.
  • Ability to drive thought leadership and innovation experience for clients.
  • Technology and consulting acumen with the ability to translate into business value.
  • Native-level command of Spanish, fluent in English (our internal working language).

Professional skills

  • A strategic thinker but also highly skilled at execution, with the ability to translate concepts and ideas into practical and tactical action, creating value propositions for clients. 
  • Comfortable seeking out and interfacing with internal and external constituents, has the personal attributes to create and then manage effective long-lasting relationships while ensuring that we're delivering the expected outcomes. 
  • Skilled at negotiation. You see it as an opportunity to establish credibility and a positive rapport with the client.
  • Understands what it means to “put the team over self”. You thrive in a collaborative, flat environment that values transparency, openness, feedback and change.
  • Ability to lead and motivate account and software development teams with creativity, imagination, energy, and enthusiasm. Willing to “get your hands dirty” when needed.
  • Someone who is flexible and open to city and regional travel to meet teams and clients. 
  • Given most of our clients are based in Barcelona or Madrid, preference will be given to candidates based in one of these 2 cities.

Other things to know

L&D

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.

Job Details

Country: Spain
City: Barcelona
Date Posted: 05-21-2022
Industry: Information Technology
Employment Type: Regular

About Thoughtworks

Thoughtworks is a global technology consultancy that integrates strategy, design and engineering to drive digital innovation. For 28+ years, our clients have trusted our autonomous teams to build solutions that look past the obvious. Here, computer science grads come together with seasoned technologists, self-taught developers, midlife career changers and more to learn from and challenge each other. Career journeys flourish with the strength of our cultivation culture, which has won numerous awards around the world.


Join Thoughtworks and thrive. Together, our extra curiosity, innovation, passion and dedication overcomes ordinary.

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