Partner Business Development Manager, Data & AI Ecosystem

About the Role

Thoughtworks is seeking a seasoned Partner Business Development Manager to strategically own and scale our partnerships within the Europe Data and AI ecosystem. This is a critical, revenue‑driving role focused on pipeline generation and deal closing, operating 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 significant growth engines.

Your responsibilities will include defining joint go‑to‑market strategies, integrating Thoughtworks’ capabilities into partners like Databricks and Snowflake’s field motions, and closing complex, multi‑party Data & AI transformation engagements in collaboration with their sales and partner teams.

• Own the Europe Data & AI partner ecosystem sales — and the Relationship Behind It: Serve as the primary owner of the Databricks/Snowflake partnership in Europe, focusing on attributed contribution and actively addressing any perception gaps to ensure Thoughtworks is viewed as a high‑value contributor.
• Generate Pipeline — Without Waiting for Anyone Else: Own pipeline generation and revenue targets for the Data & AI alliance, maintaining a target list of key contacts and a clear conversational pitch for top offerings, with a proactive, independent pipeline‑building plan.
• Show Up Early and Create Energy Around Emerging Capabilities: Proactively engage with Databricks/Snowflake field teams to create excitement around Thoughtworks’ emerging Data & AI capabilities, opening doors with early‑stage narratives.
• Shape and Execute Joint Go‑to‑Market Strategy: Define and evolve the joint GTM narrative with Databricks/Snowflake across various technologies like Data Intelligence Platform, Mosaic AI, Delta Lake, Unity Catalog, and Unistore. Orchestrate 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 for 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, industry participation, and reference client development. Champion Databricks/Snowflake internally through certifications and community building.
• Move Fast and Communicate Clearly: Address problems with clear plans and proactive solutions, focusing on tangible actions and outcomes.

• Market-facing energy and a proactive mindset: A self-starter who consistently drives pipeline momentum independently.
• 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 internal incentives.
• 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, active 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 proposition to partners spontaneously.
• Solutions orientation: Proactive problem-solver who addresses dependencies and finds interim solutions.

• 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 the Databricks/Snowflake partner ecosystem, either from the partner side or as a GSI/consulting partner.
• Proven success in closing large, complex Data & AI transformation deals through co-sell or channel motions.
• Practical exposure to cloud platforms (AWS, Azure, GCP) as they relate to Databricks/Snowflake deployment and go-to-market strategies.
• Willingness to travel for partner engagements, client meetings, and industry events, including Databricks Summit.