DAMO Growth Leader
At Thoughtworks, our Digital Application Management and Operations (DAMO) service line is a rapidly expanding area of expertise, revolutionizing the conventional notion of application management beyond just keeping the lights on. In many organizations, this limited perspective impedes the ability of software to adapt to emerging business challenges. To realize a sustainable return on investment from digital assets, a paradigm shift in how software maintenance is approached is essential.
At Thoughtworks, we employ groundbreaking modern engineering practices that have been instrumental in reshaping software development, applying them now to application management services. Our approach goes beyond mere maintenance, focusing on the progressive evolution of applications to maximize the business value of digital assets for our clients.
The role of a Growth Leader is the crucial connector between industry sales teams and the DAMO organization. The primary goal of a Growth Leader is to identify, nurture, shape DAMO opportunities, while also cultivating and enhancing partnerships across regional sales teams. The focus is predominantly on the initial stages of engagement; identifying opportunities and providing early sales support to facilitate swift and effective account development and growth.

TECHNICAL SKILLS

• A background in sales / business development.
• Experience selling and delivering Managed Services.
• Excellent communication skills, with the ability to effectively connect with stakeholders across various regions and teams, including onshore and offshore collaboration.
• A strong customer focus, driven by results and committed to providing high-value solutions.
• Exceptional diagnostic, analytical, and strategic thinking abilities to craft and execute effective sales strategies.
• High collaboration effectiveness, with a proven track record of working successfully in a team environment and across different service lines.
• Availability for international and domestic travel to engage with clients and teams.

PROFESSIONAL SKILLS

• Fluent English Language.
• A background in sales / business development.
• Experience selling and delivering Managed Services.
• Excellent communication skills, with the ability to effectively connect with stakeholders across various regions and teams, including onshore and offshore collaboration.
• A strong customer focus, driven by results and committed to providing high-value solutions.
• Exceptional diagnostic, analytical, and strategic thinking abilities to craft and execute effective sales strategies.
• High collaboration effectiveness, with a proven track record of working successfully in a team environment and across different service lines.
• Availability for international and domestic travel to engage with clients and teams.

• Growth Strategy- Develop sales strategies and set goals in alignment with global directives, taking intoaccount historical sales performance and anticipated market trends.Work closely with the DAMO Regional Director, discussing pursuits and any required assistance.
• Achievement, Forecasting, and Reporting- Achieve and exceed annual sales targets, contributing to sustained revenue growth. Maintain the sales funnel and accurate forecasts in CRM.
• Internal Marketing- Clearly communicate and promote DAMO’s value proposition, ensuring visibility and understanding across vertical markets. Collaborate with the marketing department to design and orchestrate marketing initiatives and events for DAMO, including internal/external campaigns, client visits, workshops, and webinars, to enhance cross-regional understanding and collaboration.
• Share capabilities and client success stories to build DAMO’s reputation and demonstrate its impact. Actively participate in regional and global meetings to stay connected and informed, contributing to wider strategic discussions.
• Deal Origination- New Accounts. Lead the sales process. Partner with Client Principals (CP) and Business Development Managers (BDM) to generate new business leads. Leverage the partner ecosystem to originate DAMO business opportunities. Conduct discovery sessions with clients to share DAMO capabilities, understand client pain points, and hypothesize potential solutions.
• Deal Origination - Existing Account Expansion- Collaborate with the Client Leadership Teams (CLT) to expand and enhance existing client portfolios, focusing on long-term growth and relationship building. Foster relationships with client stakeholders and client champions, with a focus on securing extensions and account expansion.
• Solution Development- Work closely with solution architects to craft technical solutions that address client pain points. Craft tailored proposals and solutions in response to client-specific requirements, including handling RFI/RFP processes. Collaborate with other Service lines and the Digital Engineering Center (DEC), to ensure right expertise allocation and to provide solutions that are valuable and tailored to client needs.
• Communication and Relationship Management- Develop and maintain a comprehensive stakeholder map for internal and external, managing a strategic communication plan to ensure effective engagement. Regularly interact with key stakeholders to maintain alignment, and visibility, and to exchange necessary feedback. Foster strong, collaborative relationships with als, the CLT (Client Principal, TechnicalPrincipal, Delivery Principal), Technical Consultants, and delivery teams, aiming to achieve optimal sales results through teamwork and shared goals.
• Partnership- Build and maintain collaborative partnerships in the assigned territory’s partner ecosystem. Regularly update partners in the assigned territory on joint go-to-market initiatives and drive co-sell with partners.