Senior Associate: Partner Sales & Engagement Manager

Thoughtworks Inc.

Job Overview

Location

Bangalore, India

Job Type

Full-time

Full Job Description

📋 Description

• Thoughtworks Inc. is seeking a dynamic and results-oriented Senior Associate: Partner Sales & Engagement Manager to join our team in Bangalore, India. This pivotal role is designed to build and scale revenue-generating relationships with key ecosystem partners, with a primary focus on the Bengaluru market. You will be instrumental in driving our partner strategy forward, combining expertise in partner sales, joint opportunity creation, Go-To-Market (GTM) planning, and the execution of impactful marketing programs, including the strategic management of Market Development Funds (MDF).
• As a Senior Associate, you will operate at the intersection of partner strategy and execution, working collaboratively with our internal sales, marketing, delivery, and global alliances teams. Your primary objective will be to generate a robust pipeline of opportunities, secure strategic deals, and significantly enhance Thoughtworks’ presence and influence within the broader partner ecosystem.
• A core responsibility will be to develop and execute comprehensive joint account and sales plans with our priority partners. These partners include hyperscalers (such as AWS, Azure, GCP), Independent Software Vendors (ISVs), Global System Integrators (GSIs), and specialized niche technology partners. Your strategic planning will ensure alignment with Thoughtworks' business objectives and partner capabilities.
• You will be tasked with identifying, qualifying, and actively driving joint opportunities with these partners. This involves working closely with Thoughtworks' sales teams from the initial stages of discovery through to the successful closure of deals, ensuring a seamless and collaborative pursuit process.
• Building and nurturing strong, lasting relationships with partner sales and solution teams will be paramount. You will serve as the primary point of contact for field engagement within your designated region, fostering trust and driving mutual success.
• A critical aspect of this role is the meticulous tracking and reporting of partner-sourced and partner-influenced pipeline, forecasts, and revenue. This will be done on a regular cadence, providing essential visibility into the performance of our partner channel.
• You will co-create and execute joint Go-To-Market (GTM) campaigns with partners. These campaigns will be strategically aligned with our priority industries, offerings, and key themes, such as digital platforms, data & AI, and application modernization, ensuring our joint value proposition resonates with target markets.
• This role involves close collaboration with our internal marketing teams to plan and execute integrated marketing programs. These initiatives may include a variety of activities such as industry events, executive roundtables, informative webinars, targeted account-based campaigns, digital marketing efforts, and compelling content creation.
• Ensuring consistent messaging, adherence to branding guidelines, and rigorous measurement of campaign effectiveness will be key. You will work hand-in-hand with the Thoughtworks marketing department to achieve these goals.
• You will own the end-to-end process of planning, justifying, and managing the utilization of Market Development Funds (MDF) provided by our partners. This includes developing compelling MDF proposals and robust business cases that demonstrate clear value and ROI.
• Compliance with MDF policies is essential. You will be responsible for the entire lifecycle of MDF, including budgeting, obtaining necessary approvals, executing activities, maintaining thorough documentation, and reporting on the return on investment.
• Internally, you will act as the dedicated champion for your assigned partners. This involves orchestrating governance cadences such as Quarterly Business Reviews (QBRs), internal pipeline reviews, and program performance reviews. You will provide critical insights into partner strategies, market dynamics, and competitive positioning to internal stakeholders.
• This role requires a proactive approach to understanding the competitive landscape and identifying opportunities for Thoughtworks to differentiate and lead within the partner ecosystem.
• By fostering strong partner relationships and executing strategic joint initiatives, you will directly contribute to Thoughtworks' growth and market leadership in the technology consulting space.

🎯 Requirements

• 7+ years of experience in partner/alliance management, channel sales, or partner marketing within the technology/IT services/SaaS industry.
• Proven track record of driving partner-sourced or partner-influenced revenue and successfully managing joint pursuits from inception to closure.
• Demonstrated experience in planning and managing Market Development Funds (MDF) or co-marketing budgets with a clear focus on measurable Return on Investment (ROI).
• Strong understanding of enterprise sales cycles and the critical role partners play in influencing and closing deals.
• Experience working with hyperscalers (AWS, Azure, GCP) and/or major ISVs or GSIs is highly advantageous.

🏖️ Benefits

• Opportunity to work with a leading global technology consultancy known for its innovative and impactful work.
• Be part of a dynamic and inclusive community of supportive colleagues dedicated to revolutionizing technology.
• Benefit from Thoughtworks' strong cultivation culture, which balances autonomy with robust development programs, interactive tools, and peer support for career growth.
• Engage in purposeful and impactful work that solves complex business problems for clients using technology as a differentiator.
• Competitive compensation and benefits package (details to be discussed during the interview process).

Skills & Technologies

AWS

Azure

GCP

Senior

Remote

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Thoughtworks Inc.

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About Thoughtworks Inc.

Thoughtworks is a global technology consultancy that integrates strategy, design and engineering to drive digital transformation. Founded in 1993, it partners with organizations to create adaptive platforms, modernize legacy systems, and build data-driven products. The company champions agile and lean practices, open source contributions, and responsible technology. Its 10,000+ employees across 17 countries deliver custom software, cloud and AI solutions for Fortune 500 companies and nonprofits. Thoughtworks also advocates for social justice, diversity in tech, and sustainable software development.

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