Client Principal

ThoughtWorks is a privately held and fast growing IT services firm that provides systems integration and application development services for large and multi-national companies around the world.  Headquartered in Chicago, ThoughtWorks has over 1200 knowledge workers worldwide with offices in Australia, Canada, China, India, the U.K. and the U.S. The company’s global presence allows them to draw on a diverse and talented pool of resources, capable of servicing client across many industries including energy, transportation, media, manufacturing, financial services, and retail.

ThoughtWorks believes that technology can make a positive difference to business and to society.  The Company has a mission to revolutionize the way software is delivered to enable that change, which the firm has already begun to do. ThoughtWorks is setting about its mission one delivery at a time by bringing the right attitude, delivering on time and on budget and collaborating with our clients at every step.

The Company was founded in 1993 and quickly built a strong brand and reputation of agility, high quality, speed, and technology.  ThoughtWorks has an accomplished management team and has achieved a record of growth and profitability, with projected revenue this year of $135M.   The Company operates with a flat organization structure requiring executives in a number of functional areas to work as a team. 

ThoughtWorks is seeking to accelerate growth while retaining a unique culture based on deep technical skills and teamwork committed to providing high quality and innovative solutions to clients.  One element of this growth strategy calls for the recruitment of a talented sales and client relationship executive who will lead a major strategic effort to effectively convert leads to broaden the client’s customer base and deepen existing verticals.

Reporting to the Market Principal for the Western Region of the U.S., the Client Principal will primarily be responsible for developing and executing on key account plans and sales programs, nurturing senior client relationships of our most strategic accounts, and in partnership with the larger Western Region Market Team, achieving the established revenue targets. This includes carrying a personal quota.

The successful candidate will be a goal-oriented self-starter, with a proven track record of success in building and maintaining solutions-based relationships, demonstrating “best in class” practices of consultative based selling.  Maintaining a customer orientation and focus, he/she will have demonstrated creativity in analyzing and identifying solutions and has significant industry knowledge of systems integration and application development services, and multiple business verticals served. 

This is a senior leadership role for our Western Region practice, and it is expected that this candidate will have a wide range of leadership skills that can be leveraged across the broader business.   Ideally, this experience includes sales management, P&L, team leadership, strategic planning and positioning, and working in partnership with other senior leaders to drive success.

Candidates must be available the week of October 19 for interviews and meetings regarding their application.

Primary Purpose

• To establish, build and maintain, long term, value-based relationships with a growing number of senior stakeholders in our target, grow and best accounts


• Open up target accounts (Hunt) creating the foundation for long term, value-based relationships. Success is orchestrating the creation and sale of win-win value propositions and nurturing executive relationships  for continuing business.


• Manage and Farm 1-3 accounts at a time and drive $6-20M revenue per annum from 2 grow/best accounts meeting or exceeding profitability targets


• Become a trusted and valued partner of the client CIO and team and develop relationships with senior business executives


• Continually stay up to date with the client’s business strategy and IT goals, develop and execute the TW account strategy and build “win-win” value propositions at the company and individual level


• Help drive a cultural shift that emphasis both our people and clients are at the heart of everything we do 


• Help to develop a range of IP and best practices around client and portfolio development in order to build our client base into a significant strategic asset


• Help ThoughtWorks drive 30% year on year growth in revenue from its Best and Grow accounts


• Share and collaborate with and help and mentor existing client and delivery principals

Ideal Experience Required

• 7 – 10 years of managing and developing senior client relationships


• 5 years in a revenue generating role, ideally quota carrying


• 5 – 7 years of strong experience in software development project delivery


• Demonstrable experience of a highly consultative and solutions oriented approach


• Developed expertise in and helped improve their client’s business


• Seen as a problem solver by their clients


• Excellent relationship manager skilled at negotiation           


• Skilled in creating value propositions for clients


• Ability to lead and motivate account and software development teams

Personal Characteristics:

• An individual with the experience, personal style and sophistication to develop executive relationships.   We expect a high degree of maturity, intelligence, tact, confidence and executive presence


• A national/global sensibility and a sophisticated view of business and a strategic thinker with the ability to translate concepts and ideas into practical and tactical action.


• Creativity and imagination, energy and enthusiasm


• A goal-oriented self-starter with strong consultative instincts and skills who quickly and easily establishes rapport and credibility


• An individual who is comfortable seeking out and interfacing with external constituents and has the personal and social attributes to create effective long-lasting relationships


• Ability to work in an entrepreneurial environment where leading-edge thinking and impact are expected


• Someone who is flexible and thrives on changing environments