Partner Business Development Manager – Data & AI
Thoughtworks · London, United Kingdom
About this role
Thoughtworks is looking for a seasoned Partner Business Development Manager to own and scale our Europe partnerships with the Data and AI ecosystem. This is not an alliance role. It's a revenue-driving, pipeline-generating, deal-closing position that sits at the intersection of strategic partnership and enterprise sales.
You'll be the single Europe owner of the Data & AI partners, responsible for turning a high-potential partnership into a compounding growth engine. You'll define joint go-to-market strategy, embed Thoughtworks capabilities into Data and AI partners (Databricks/Snowflake) field motions, and close complex, multi-party Data & AI transformation engagements alongside Databricks/Snowflakes' own sales and partner teams.
You are the tip of the spear. Databricks/Snowflake sellers should know your name, take your call, and want to bring you into deals. If that's not true from day one, it becomes your first problem to solve.
Job responsibilities
- Own the Europe Data & AI partner ecosystem sales — and the Relationship Behind It Be the primary owner of the Databricks/Snowflake partnership Europe. That means more than managing a business plan — it means knowing at all times how Databricks/Snowflake ranks Thoughtworks relative to other SIs, what our attributed contribution looks like in their eyes (not ours), and what you're actively doing to close any perception gaps. Pipeline numbers matter. But if we're hitting a number while Databricks views us as a low-value contributor in their ecosystem, that is a failure.
- Generate Pipeline — Without Waiting for Anyone Else Own pipeline generation and revenue targets for the Data & AI alliance. You will not wait for marketing campaigns, polished offerings, or perfect conditions to engage the market. You'll maintain a live target list of 10–15 Databricks/Snowflake sellers and contacts you are actively cultivating, a clear conversational pitch for our top offerings you can deliver without a deck, and a pipeline-building plan that is entirely within your control. When campaigns and demand gen programs arrive, you pour fuel on a fire that is already lit.
- Show Up Early and Create Energy Around Emerging Capabilities The best partner sales leaders use early-stage narratives to open doors — they don't wait for a finished deck. When Thoughtworks has an emerging Data & AI capability, your job is to be out in the Databricks/Snowflake field creating excitement around it. Pick up the phone. Get in front of sellers. Create pull before the offering is fully baked.
- Shape and Execute Joint Go-to-Market Strategy Define and continuously evolve the Thoughtworks + Databricks/Snowflake joint GTM narrative — spanning Data Intelligence Platform, Mosaic AI, Delta Lake, Unity Catalog, Unistore and Databricks' broader ecosystem. Align with Databricks/Snowflake counterparts on priority verticals, target accounts, and solution plays. Orchestrate tri-party co-sell motions that weave in hyperscaler relationships (AWS, Azure, GCP) where Databricks/Snowflake is the data and AI layer of choice.
- 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. Advise clients and internal teams on when Databricks/Snowflake is the right platform choice. Coordinate across delivery, marketing, and sales to ensure a seamless partner and client experience.
- Build Practice Presence and External Credibility Develop Thoughtworks' Databricks/Snowflake reputation in the market through thought leadership, joint events, Databricks Summit participation, and reference client development. Champion Databricks/Snowflake capability internally by growing certifications, enablement, and a community of practice.
- Move Fast and Communicate Clearly When there's a problem, bring a plan — not a 30-slide deck. What's the issue, what are you doing about it, when will results show, and what do you need unblocked. When there are obstacles — and there will be — come with what you've already done to work around them, not just a list of dependencies. Simplicity signals clarity of thought.
Job qualifications
Technical Skills
- Market-facing energy and a proactive mindset. You ask yourself every week what you've done to create pipeline momentum that didn't depend on anyone else. If the answer is nothing, that's a problem — and you know it.
- Deep Databricks/Snowflake ecosystem knowledge. Hands-on familiarity with the Databricks/Snowflake platform — Data Intelligence Platform, Mosaic AI, MLflow, Delta Lake, Unity Catalog — and a clear understanding of their partner GTM programs, internal incentives, and how to position a services partner as indispensable to their field teams.
- A track record of alliance revenue, not just alliance activity. You've built a named technology partnership that generated measurable, attributable pipeline and closed revenue. You know the difference between a relationship and a revenue engine — and you've built the latter.
- A network you activate, not just a rolodex. You have existing relationships with Databricks/Snowflake sellers, partner success teams, or equivalent hyperscaler field teams that you can activate from day one.
- C-level credibility. You've influenced senior enterprise stakeholders on strategic data and AI transformation decisions and can bridge the technical and commercial — speaking with authority to data engineers and architects, and translating that into business value narratives for the C-suite.
- A 60-second pitch for our top offerings. You can walk into a hallway conversation with a Databricks/Snowflake seller and excite them about what Thoughtworks brings — without a deck, without a slide, and without warming up. It doesn't need to be perfect. It needs to be compelling.
- Solutions orientation. You understand that dependencies are real — marketing takes time, offerings evolve, internal alignment is messy. The difference is: you tell us what you're doing in the meantime, not just why something can't happen yet.
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 — either from the Databricks/Snowflake side or as a GSI/consulting partner.
- 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 including Databricks Summit.
Other things to know
Learning & Development
There is no one-size-fits-all career path at Thoughtworks: however you want to develop your career is entirely up to you. But we also balance autonomy with the strength of our cultivation culture. This means your career is supported by interactive tools, numerous development programs and teammates who want to help you grow. We see value in helping each other be our best and that extends to empowering our employees in their career journeys.
Responsible Use of AI in Recruitment
At Thoughtworks, we use AI tools to support our recruitment team with administrative tasks such as drafting communications, scheduling interviews and writing job descriptions.
Crucially, our AI tools do not screen, assess, rank or make hiring decisions. Every application is reviewed by our team and all selection decisions are made exclusively by our interviewers and hiring managers.
We are committed to fairness and responsible AI. We actively manage our AI systems by testing, monitoring for biased outcomes and implementing mitigation measures. We hold our third-party vendors to these same high standards through a rigorous governance process. For additional information, please see our full Thoughtworks AI Policy for Recruitment.
About Thoughtworks
Thoughtworks is a dynamic and inclusive community of bright and supportive colleagues who are revolutionizing tech. As a leading technology consultancy, we’re pushing boundaries through our purposeful and impactful work. For 30+ years, we’ve delivered extraordinary impact together with our clients by helping them solve complex business problems with technology as the differentiator. Bring your brilliant expertise and commitment for continuous learning to Thoughtworks. Together, let’s be extraordinary.
About Thoughtworks
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