About the Role
Thoughtworks is seeking a seasoned Partner Business Development Manager to strategically own and scale our partnerships within the Europe Data and AI ecosystem. This is a critical, revenue-driving role focused on pipeline generation and deal closing, operating at the intersection of strategic partnership and enterprise sales. You will be the sole Europe owner for Data & AI partners, responsible for transforming high-potential partnerships into significant growth engines. Your responsibilities will include defining joint go-to-market strategies, integrating Thoughtworks' capabilities into partners like Databricks and Snowflake's field motions, and closing complex, multi-party Data & AI transformation engagements in collaboration with their sales and partner teams.
Job Responsibilities
- Own the Europe Data & AI partner ecosystem sales — and the Relationship Behind It: Serve as the primary owner of the Databricks/Snowflake partnership in Europe, focusing on attributed contribution and actively addressing any perception gaps to ensure Thoughtworks is viewed as a high-value contributor.
- Generate Pipeline — Without Waiting for Anyone Else: Own pipeline generation and revenue targets for the Data & AI alliance, maintaining a target list of key contacts and a clear conversational pitch for top offerings, with a proactive, independent pipeline-building plan.
- Show Up Early and Create Energy Around Emerging Capabilities: Proactively engage with Databricks/Snowflake field teams to create excitement around Thoughtworks' emerging Data & AI capabilities, opening doors with early-stage narratives.
- Shape and Execute Joint Go-to-Market Strategy: Define and evolve the joint GTM narrative with Databricks/Snowflake across various technologies like Data Intelligence Platform, Mosaic AI, Delta Lake, Unity Catalog, and Unistore. Orchestrate tri-party co-sell motions with hyperscalers (AWS, Azure, GCP).
- Integrate Offerings into Client Engagements: Embed Databricks/Snowflake-based solutions into Thoughtworks' proposals, POCs, and delivery plans for Data Engineering, ML/AI, GenAI, and Analytics modernization, advising clients and internal teams on platform choices.
- Build Practice Presence and External Credibility: Enhance Thoughtworks' Databricks/Snowflake reputation through thought leadership, joint events, industry participation, and reference client development. Champion Databricks/Snowflake internally through certifications and community building.
- Move Fast and Communicate Clearly: Address problems with clear plans and proactive solutions, focusing on tangible actions and outcomes.
Job Qualifications
Technical Skills
- Market-facing energy and a proactive mindset: A self-starter who consistently drives pipeline momentum independently.
- Deep Databricks/Snowflake ecosystem knowledge: Hands-on familiarity with platforms like Data Intelligence Platform, Mosaic AI, MLflow, Delta Lake, Unity Catalog, and understanding of their partner GTM programs and internal incentives.
- A track record of alliance revenue, not just alliance activity: Proven success in building named technology partnerships that generated measurable, attributable pipeline and closed revenue.
- A network you activate, not just a rolodex: Existing, active relationships with Databricks/Snowflake sellers, partner success teams, or equivalent hyperscaler field teams.
- C-level credibility: Ability to influence senior enterprise stakeholders on strategic data and AI transformation decisions, bridging technical and commercial discussions.
- A 60-second pitch for our top offerings: Capability to compellingly articulate Thoughtworks' value proposition to partners spontaneously.
- Solutions orientation: Proactive problem-solver who addresses dependencies and finds interim solutions.
Professional Skills
- Significant progressive experience in strategic alliances, partner sales, or business development within the Data & AI or enterprise technology space.
- Demonstrable experience working with or within the Databricks/Snowflake partner ecosystem, either from the partner side or as a GSI/consulting partner.
- Proven success in closing large, complex Data & AI transformation deals through co-sell or channel motions.
- Practical exposure to cloud platforms (AWS, Azure, GCP) as they relate to Databricks/Snowflake deployment and go-to-market strategies.
- Willingness to travel for partner engagements, client meetings, and industry events, including Databricks Summit.