Clients and Marketing Coordinator - Alliances and Account Growth

Thoughtworks

Thoughtworks is seeking industry- and market-relevant business development professionals to join and lead a sector of our client growth in the Singapore region. Business Development Managers at Thoughtworks are responsible for developing and securing a pipeline of new opportunities and building relationships with both new clients and in new areas of existing client organizations.  As a Business Development Manager (BDM) you are responsible for prospecting, shaping and selling aspirational engagements for our clients as well as for Thoughtworks.  Your responsibilities and accountabilities include prospecting, identifying and qualifying new opportunities, building trust with potential clients, shaping deals, developing winning value propositions, tightly orchestrating sales pitches, proposals and orals, negotiating win / win agreements with prospective clients, and expanding follow-on sales to create a sustainable business within each account. You will work across client organizations, from C-level and board members to front line business and technical staff, building relationships to secure long-lasting business opportunities. To be successful, you will have multiple years of consultative selling experience within an enterprise IT services company.  Your experience should demonstrate industry relevance and expertise across one or more industry domains.  You will have sold custom software application development and digital transformation services, and have demonstrated proficiency in prospecting, leading and securing custom software and digital transformation deals with significant total contract value (TCV). You will have expertise dealing with both business and IT leaders and executives.  Industry Expertise and Strategic Focus: You will bring deep expertise, insights, and credibility in the key industry: Healthcare, Life Sciences and Public Sector As a seasoned industry specialist, you have spent your career enabling clients to solve complex challenges and achieve meaningful business outcomes. You’ve cultivated trusted relationships across the C-suite and executive levels of key enterprises within your domain. At Thoughtworks, you’ll use that industry-specific network and insight to articulate our differentiated value proposition, accelerate executive conversations, and drive new business opportunities. Your deep contextual understanding of the industry’s trends, challenges, and innovation priorities will position you to shape strategic solutions and drive meaningful client impact. JOB RESPONSIBILITIES * Develop relationships and leads with business and IT executives at target enterprise clients on an ongoing basis by leveraging your professional network, personal contacts and through creative networking, partnership and outbound selling strategies. * Execute on leads that may be generated through professional networks and industry events. Effectively position the full suite of Thoughtworks solutions and offerings to our clients, including offshore distribution of work effectively leveraging our global capabilities. * Consultative sales of product design, custom software, data and managed services by influencing and shaping customers' strategic decision making.  This is accomplished through Thoughtworks value articulation and differentiated positioning with client executives, with a focus on generating longer term opportunities in excess of $10M in TCV. * Create and own the customer sales narrative, tightly orchestrate deal pursuits, manage and coordinate MSA, SOW and rate card negotiations, and shape complex consulting and software development agreements. * Stay ahead of industry trends, emerging technologies, and market shifts to position Thoughtworks effectively and act as a trusted advisor, helping senior client executives align technology investments with business goals.  * Build and develop a robust  sales pipeline, of  ~3X qualified sales opportunity pipeline through leveraging direct sales , partnerships and referrals to meet and exceed sales and margin goals. * Work closely with delivery teams, solution architects, and marketing to tailor offerings to client needs. * Partner with alliances and ecosystem partners (e.g., AWS, Microsoft, Google Cloud) to drive joint sales opportunities. JOB QUALIFICATIONS TECHNICAL SKILLS * Whilst this is a fully commercial role, Thoughtworks are a “technology at core” organisation. We have found that sales leaders who possess a deep understanding of the key aspects of agile and/or lean practices can often navigate our organisation ethos and goals for these lead roles more adeptly than traditional Commercial Managers or Sales Directors. With this in mind Thoughtworks are seeking a broad range of key skill sets to match the very interesting proposition we are working towards. PROFESSIONAL SKILLS * Over ten years of applicable experience and a “hunter” mentality, with a proven track record that demonstrates superior lead prospecting, opportunity development, deal shaping, relationship building, negotiation, and commercial acumen within the digital transformation, custom application development and managed services market. * Technology and consulting expertise - and significant, proven experience within selected industry vertical - with the ability to translate client pain points and business issues  into solutions and outcomes that drive business value. * Strong customer value orientation; you lead clients to successfully achieve their business objectives and outcomes. * Expertise to sell high value business solutions beyond commoditized services and staff augmentation.  * Ability to lead complex sales cycles, including RFPs, multi-stakeholder negotiations, and deal structuring with a proven track record of closing $10M+ enterprise deals in technology consulting, digital transformation, cloud, AI, or software development. * Gravitas and experience in engaging C-level stakeholders at the business and technology level, using a consultative selling approach to maximize customer outcomes. * Deep understanding of technology trends, cloud solutions, AI, and agile methodologies. * An entrepreneurial drive and spirit that ensures you will lead and rally our organization around strategic pursuits with a hands-on approach to deliverable creation. 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. #LI-Remote See here our AI policy.

DiliTrust

Ready to be part of the Legal Tech revolution? Vision: As a leading software-as-a-service (SaaS) provider, Dilitrust is a global company dedicated to offering an integrated suite of legal and governance products. Our vision is to digitize legal departments worldwide. With an annual growth rate of over 40% since 2020, our ambition is to become the world's leading Legal Tech company, aiming for a valuation exceeding $1 billion by 2026. Our Impact: From generating General Meeting reports to leveraging AI-assisted contract lifecycle management, our teams in our 8 offices across France, the US, Mexico, MEA, Germany, Spain, Italy, and Canada are the driving force behind our global success. We proudly support 2,400 customers in 64 countries, with 80% of our clientele comprising listed companies in major markets such as Europe, North America, and the Middle East. Our Recognition: Dilitrust has been at fore front of Legal Tech innovation, being the first Legal Tech with AI features since 2022. The company is renowned for providing a positive and entrepreneurial work environment. We are honored to have received the "Happy at Work" and “Tech at Work” labels every year since 2019. Your role: As an Account Executive, you will be responsible for developing your designated territory, which includes specific industries, geographies, or market segments, consisting of both existing clients and prospects. You may focus on verticals such as Financial Services, Healthcare, Energy, and others within your territory. This role offers a fantastic opportunity to enhance your solution-selling skills with prominent clients across various regions. In addition to your business development efforts, Dilitrust provides support through Business Development Representatives (BDRs), Alliances & Pre-Sales teams, Account Managers, and Marketing. Responsibilities: · Create and Develop: Strategize and implement your “Territory Plan” within your vertical, including detailed account planning for key prospects · Identify and Build Relationships: Establish and nurture relationships with both existing and potential clients within your vertical · Craft Compelling Value Propositions: Develop and present compelling value propositions to support your clients' digitization initiatives · Manage the Sales Cycle: Oversee all phases of the sales process, from prospecting to contract signing · Coordinate Internal Support: Collaborate effectively with internal counterparts supporting you across the organization · Participate in Industry Events: Attend and represent Dilitrust at Legal Tech events, such as Legal Week in New York   Minimum Qualification: · 4 years of proven track record in account management, sales, or a customer-facing role in the enterprise software space · Experience selling Software as a Service SaaS (SaaS) · Consistent over-achiever of quota and revenue goals · Proficient in using CRM software to manage sales activities and maintain detailed records of all sales interactions · Arabic and English fluent speaker, French is a plus Desired Skills: · Demonstrated ability to independently build and manage a territory plan and aligning complex product solutions with specific customer needs. · Experience collaborating with executive stakeholder across large, organization, with excellent written and verbal communication skills · Energetic, self-motivated, and results-driven, with a relentless focus on achieving sales targets and expanding the customer base · Ability to manage a wide ecosystem What we offer: · Join a fast-growing company in a friendly, international environment (offices across 8 countries); with a very attractive compensation package (fix / variable) and other benefits. · Dilitrust has a clear "Telework Charter" guaranteeing that you can find the right balance between "Onsite" and "Remote” Recruitment process: Interview with a member of the HR team Interview with the Team Manager / Sales Director Interview with the Global Chief Sales Officer A reference review   DiliTrust is a socially responsible company, committed to the diversity of its teams and to promoting professional equality at all levels.

Legora

ABOUT US Legora is redefining how legal work gets done. Not built for lawyers, built with them. We work alongside the world’s best legal teams, who expect excellence, precision, and speed, and we hold ourselves to the same bar. Our AI-native workspace lets legal professionals move faster, think more clearly, and operate with sharper precision. By analysing thousands of documents in minutes and powering end-to-end workflows, we cut through complexity, teams can focus on what matters: judgment, strategy, and outcomes. 1,000+ customers across 50+ countries trust us, including Cleary Gottlieb, Goodwin, Linklaters, White & Case, Dentons, and Barclays. We’ve scaled to $100M+ in ARR, with teams across Europe, North America and APAC, and continue to expand through acquisitions including Qura, Walter AI and Graceview. We partner with world-class performers: including Aaron Judge and the New York Yankees, Ludvig Åberg (and his caddie), and campaigns featuring Jude Law. Joining Legora means three things. * We lean in: ownership over titles, outcomes over intentions. * We fight for excellence: high standards, direct, ego-free feedback. * We grow together: as a team and with our customers. Mission before ego. Everyone contributes. No one coasts. If you’re driven by impact, pace, and raising the bar. This is the place. THE ROLE As Partner Manager, Cloud & AI Partnerships, you'll manage Legora's day-to-day relationships with our key cloud and AI platform partners. You will execute the co-sell motion with their field teams, maintain our cloud marketplace presence, and ensure Legora is top-of-mind when a legal use case arises. You'll work closely with Legora's sales team to bring cloud partnerships into live deals and collaborate with Product to ensure our platform integrations support our go-to-market efforts. This is a critical role for Legora's growth. While you'll have support from leadership on overall strategy, you will be the primary driver executing the playbook, building field-level relationships, and optimizing what a high-performing cloud partnership looks like for a company at our stage. You'll report to the VP of Partnerships. WHAT YOU’LL DO * Manage Partner Relationships: Serve as the primary point of contact for key cloud and AI platform partners, building strong working relationships with their alliance, co-sell, and field teams. * Execute the Co-Sell Motion: Run day-to-day co-sell activities, including account mapping with cloud field reps, joint pipeline tracking, and delivering enablement to partner sales teams. * Maintain Marketplace Presence: Oversee Legora's marketplace listings and transactable presence, ensuring our solutions are discoverable, up-to-date, and easy to buy. * Support Go-To-Market Plans: Implement joint GTM plans with partners, coordinates demand generation programs, and facilitate field engagement activities. * Enable the Sales Team: Partner closely with Legora's sales reps to bring cloud partnerships into active deals where partner involvement can accelerate the sales cycle. * Track & Report Metrics: Monitor partner-sourced pipeline, marketplace transactions, and co-sell activity, using data to report on performance and optimize daily efforts. * Share Field Insights: Act as a feedback loop, sharing insights and trends from cloud partners back with our Product and Marketing teams to improve positioning. WHAT YOU BRING * 4+ years of experience in cloud alliances, hyperscaler partnerships, or partner account management at an enterprise SaaS or AI company. * Proven execution in co-selling: A track record of actively participating in co-sell motions that successfully generated pipeline and closed deals. * Solid understanding of hyperscalers: Familiarity with how cloud and AI platforms operate, including their basic partner programs, co-sell mechanics, and marketplace transactional flows. * Cross-functional collaboration: Experience working effectively with internal Sales, Product, and Marketing teams to support shared commercial goals. * Strong communication skills: Ability to build credibility and maintain positive relationships with partner-facing stakeholders and field reps. * Adaptability: Comfort working in a fast-paced, high-growth environment where you can take a foundational goal and run with the day-to-day execution. Nice to Have * Experience in legal tech or working with software sold into professional services. * Prior experience working directly at a major cloud or AI platform. * Hands-on experience navigating marketplace backend portals and co-sell incentive tracking tools. WHAT’S IN IT FOR YOU * Global collaboration: Partner with teams and clients across Europe, APAC, and North America. * Competitive package: Comprehensive salary, benefits, and tools for success. * Meaningful work: Your efforts shape how thousands of lawyers use AI daily. * In-person environment: Union Square office designed for ambitious builders and company provided lunch daily. * Benefits & Perks: We invest in our people with a comprehensive, thoughtfully designed benefits package: Medical, Dental & Vision * Multiple medical plan options through Aetna and Kaiser Permanente * HSA or Healthcare FSA (based on plan selection) * Dental plans via MetLife * Vision plans via Vision Care Family Support * Generous parental leave * Free access to Maven Clinic * Dependent Care FSA * Free One Medical membership for employees and dependents Additional Perks * Pre-tax commuter benefits * Life Insurance + STD/LTD * 401(K) with generous company match * Unlimited PTO * Robust voluntary benefits, including identity protection (via Aura), legal coverage via MetLife, pet savings programs, and more Legora is an Equal Opportunity Employer At Legora, we believe great teams are built on diversity of thought and experience. We’re proud to be an equal opportunity employer and committed to creating an inclusive, high-performance culture where everyone can do their best work. We welcome people of all backgrounds and don’t discriminate based on race, color, religion, national origin, gender, gender identity or expression, sexual orientation, age, disability, veteran status, or any other characteristic protected by law.