Director - Business Development Manager - Insurance

Referrals Only; London; On-site; GBP 80,000 - 120,000; Full time

Job summary

Thoughtworks is seeking a Director - Business Development Manager in London to drive client growth in the Insurance sector. The role involves developing relationships, executing sales strategies, and engaging with C-level stakeholders to secure high-value contracts, leveraging extensive industry expertise and consultative sales skills.

Qualifications

• Over 15 years of experience with a proven track record in sales.
• Strong domain expertise in Insurance.
• Ability to translate technical capabilities into business outcomes.

Responsibilities

• Develop relationships with business and IT executives.
• Drive consultative sales across product design and custom software.
• Build and maintain a robust sales pipeline.

Skills

Lead generation

Opportunity development

Relationship building

Consultative selling

Customer value orientation

Job description

Director - Business Development Manager - Insurance

London

UK - Director Business Development - Insurance domain

Thoughtworks is a leading global product design and digital solutions consultancy and acommunity of passionate, purpose-led individuals. We think creatively to deliver technologysolutions that address our clients’ toughest business and technology challenges, all whileseeking to advance the IT industry and create positive social change in the world.

Role Overview:
Thoughtworks is seeking industry- and market-relevant business development leaders to join and lead our client growth in the UK & EU region. Business Development Director at Thoughtworks is 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 Director, you are responsible for prospecting, shaping and selling aspirational engagements for our clients as well as for Thoughtworks. You will work within Thoughtworks’ Strategic Sales team, leading the development and expansion of client relationships within our company.

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.

Banking, Financial Services, and Insurance (BFSI) Industry Experience
Given this role will focus on the BFSI subvertical of Insurance, you will bring deep domainexpertise in the insurance domain.
You’ll be able to engage credibly with stakeholders across business, operations, risk,compliance, technology, and innovation functions, addressing high-impact priorities.

You will have a strong network in the Insurance domain, and understand the strategic imperatives driving the industry—ranging from operational efficiency and innovation to trust, risk, and resilience.
As a trusted advisor, you will help clients build and modernize secure, scalable digital platformsthat accelerate business growth while meeting regulatory demands. You will positionThoughtworks’ differentiated capabilities—including cloud-native development, data and AI,experience design, agile delivery, and platform engineering—as drivers of digitalreinvention across the Insurance landscape.

Job responsibilities

• Develop relationships and leads with business and IT executives at target enterpriseclients on an ongoing basis by leveraging your professional network, personal contacts,and through creative networking, partnership, and outbound selling strategies.
• Execute on leads generated through professional networks, industry events, andecosystem partnerships. Effectively position the full suite of Thoughtworks solutions andofferings to our clients, including global delivery and nearshore capabilities.
• Drive consultative sales across product design, custom software, data, and managedservices by influencing and shaping clients' strategic decisions.
• Create and own the customer sales narrative, orchestrate deal pursuits, manage andcoordinate MSA, SOW, and rate card negotiations, and shape complex consulting andsoftware development agreements.
• Build and maintain a robust sales pipeline (~3X of target), including qualifiedopportunities in the Insurance sector, by leveraging direct sales, partnerships, andreferrals.
• Work closely with delivery teams, solution architects, and marketing to tailor offerings toclient needs in the Insurance space.
• Partner with alliances and ecosystem partners (e.g., AWS, Microsoft, Google Cloud) todrive joint sales opportunities in areas like AI-based load forecasting, smart meter dataintegration, and customer portals.

Job qualifications

Technical Skills

• Over 15 years of applicable experience and a “hunter” mentality, with a proven trackrecord of lead generation, opportunity development, relationship building, and closingwithin custom application development, digital transformation, and managed services.
• Strong domain expertise in Insurance, with the ability to engage in informedconversations about industry operations, regulatory requirements, and digital trendsshaping the sector.
• Strong customer value orientation and the ability to translate technical capabilities intomeaningful business outcomes for Insurance clients undergoing modernization andtransformation.

Professional Skills

• A track record of winning high-value business solutions and strategic technologyprograms (including min $20-25M+ deals) beyond commoditized services.
• Gravitas and experience in engaging C-level stakeholders and subject matter expertsusing a consultative selling approach that builds credibility and trust.
• A deep understanding of cloud, AI, data and analytics, software engineering, and agiledelivery — applied to operational and customer-facing systems in the Insurancelandscape.
• Entrepreneurial drive, collaborative spirit, and a hands-on approach to crafting pursuitmaterials, solution narratives, and client proposals.

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.

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.

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