About the Role
Thoughtworks is seeking a seasoned Partner Business Development Manager to strategically own and scale our partnerships within the Data and AI ecosystem across Europe. This is a revenue-driving, pipeline-generating, deal-closing role positioned 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 compounding growth engines. Your role will involve defining joint go-to-market strategies, integrating Thoughtworks' capabilities into key Data and AI partners' (such as Databricks/Snowflake) field motions, and closing complex, multi-party Data & AI transformation engagements alongside their sales and partner teams. You are expected to be the primary point of contact and an indispensable resource for Databricks/Snowflake sellers.
Responsibilities
- Own the Europe Data & AI partner ecosystem sales — and the Relationship Behind It: Be the primary owner of the Databricks/Snowflake partnership in Europe, focusing on attributed contribution and perceived value within their ecosystem.
- Generate Pipeline — Without Waiting for Anyone Else: Own pipeline generation and revenue targets for the Data & AI alliance, maintaining an active target list and a pipeline-building plan.
- Show Up Early and Create Energy Around Emerging Capabilities: Proactively create excitement around Thoughtworks' emerging Data & AI capabilities within the Databricks/Snowflake field.
- Shape and Execute Joint Go-to-Market Strategy: Define and evolve the Thoughtworks + Databricks/Snowflake joint GTM narrative, aligning on priority verticals, target accounts, and solution plays, and orchestrating tri-party co-sell motions.
- Integrate Offerings into Client Engagements: Embed Databricks/Snowflake-based solutions into Thoughtworks proposals, POCs, and delivery plans across Data Engineering, ML/AI, GenAI, and Analytics modernization.
- Build Practice Presence and External Credibility: Develop Thoughtworks' Databricks/Snowflake reputation through thought leadership, joint events, and internal capability development.
- Move Fast and Communicate Clearly: Address problems with clear plans and demonstrate proactive problem-solving to overcome obstacles.
Qualifications
Technical Skills
- Market-facing energy and a proactive mindset: Demonstrated ability to create pipeline momentum independently.
- Deep Databricks/Snowflake ecosystem knowledge: Hands-on familiarity with the platforms (Data Intelligence Platform, Mosaic AI, MLflow, Delta Lake, Unity Catalog) and understanding of their partner GTM programs.
- 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 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 and bridge technical and commercial discussions.
- A 60-second pitch for our top offerings: Capability to compellingly articulate Thoughtworks' value to Databricks/Snowflake sellers without reliance on extensive presentations.
- Solutions orientation: Proactive approach to overcoming dependencies and focusing on actionable 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 Databricks'/Snowflake partner ecosystem.
- Proven success closing large, complex Data & AI transformation deals in co-sell or channel motions.
- Practical exposure to cloud platforms (AWS, Azure, GCP) as they relate to Databricks/Snowflake deployment and go-to-market.
- Willingness to travel for partner engagements, client meetings, and industry events.