About the Role
Thoughtworks is seeking a seasoned Partner Business Development Manager to lead and expand our European partnerships within the Data and AI ecosystem. This is a crucial, revenue-driving, pipeline-generating, and deal-closing position that merges strategic partnership with enterprise sales. You will serve as the sole Europe owner for Data & AI partners, transforming high-potential partnerships into sustainable growth engines. Your responsibilities include defining joint go-to-market strategies, integrating Thoughtworks' capabilities into Data and AI partners' (specifically Databricks/Snowflake) field motions, and closing complex, multi-party Data & AI transformation engagements in collaboration with Databricks/Snowflake's sales and partner teams.
Job 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 understanding and improving Thoughtworks' perceived value and attributed contribution within their ecosystem.
- Generate Pipeline — Without Waiting for Anyone Else: Drive pipeline generation and revenue targets for the Data & AI alliance, proactively cultivating relationships with Databricks/Snowflake sellers and contacts with a clear, concise pitch for top offerings.
- Show Up Early and Create Energy Around Emerging Capabilities: Actively engage with Databricks/Snowflake field teams to build excitement around Thoughtworks' emerging Data & AI capabilities, even before offerings are fully developed.
- Shape and Execute Joint Go-to-Market Strategy: Define and continuously evolve the Thoughtworks + Databricks/Snowflake joint GTM narrative, aligning on priority verticals, target accounts, and solution plays, and orchestrating 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 across 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, Databricks Summit participation, and reference client development, while championing internal capability growth.
- Move Fast and Communicate Clearly: Address problems with actionable plans, demonstrating proactive solutions and clear communication, especially when facing obstacles.
Job Qualifications
Technical Skills
- Market-facing energy and a proactive mindset.
- 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 incentives.
- A track record of alliance revenue, not just alliance activity: Proven experience in building 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, bridging technical and commercial discussions.
- A 60-second pitch for our top offerings: Capability to compellingly articulate Thoughtworks' value to a Databricks/Snowflake seller without relying on presentations.
- Solutions orientation: Proactive approach to overcoming dependencies and internal challenges.
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.
Other things to know
Learning & Development
Thoughtworks offers a flexible career path, balancing autonomy with a strong cultivation culture. Your career is supported by interactive tools, development programs, and teammates dedicated to your growth.