The Partner Sales & Engagement Manager will be responsible for building and scaling revenue-generating relationships with key ecosystem partners for Thoughtworks in India, with a primary focus on Bengaluru. The role combines partner sales, joint opportunity creation, GTM planning, and marketing program execution, including effective management of MDF (Market Development Funds).

You will work closely with sales, marketing, delivery, and global alliances teams to drive pipeline, win strategic deals, and strengthen Thoughtworks’ position within the partner ecosystem.

Job responsibilities

Develop and execute joint account and sales plans with priority partners (hyperscalers, ISVs, GSIs, niche technology partners).
Identify, qualify, and drive joint opportunities with partners from early discovery through to deal closure in collaboration with Thoughtworks sales teams.
Build strong relationships with partner sales and solution teams; act as the primary point of contact for field engagement in your region.
Track and report partner-sourced and partner-influenced pipeline, forecast, and revenue on a regular cadence.
Co-create and execute joint GTM campaigns with partners aligned to priority industries, offerings, and themes (e.g., digital platforms, data & AI, modernization).
Plan and run integrated marketing programs with marketing teams, including events, roundtables, webinars, account-based campaigns, digital campaigns, and content initiatives.
Ensure consistent messaging, branding, and measurement of campaign effectiveness in collaboration with Thoughtworks marketing.
Own the planning, justification, and utilisation of Market Development Funds (MDF) from partners, including building MDF proposals and business cases.
Ensure compliant use of MDF, including budgeting, approvals, execution, documentation, and ROI reporting.
Act as the internal champion for assigned partners; run governance cadences such as QBRs, internal pipeline reviews, and program performance reviews, and provide insights on partner strategies and competitive positioning.

Job qualifications

Technical Skills

7+ years of experience in partner/alliance management, channel sales, or partner marketing in the technology/IT services/SaaS industry.
Proven track record of driving partner-sourced or partner-influenced revenue and managing joint pursuits.
Hands-on experience executing marketing programs with partners, including events, campaigns, and launches.
Demonstrated experience planning and managing MDF or co-marketing budgets with measurable ROI.
Strong understanding of enterprise sales cycles and how partners influence deals.
Experience working with hyperscalers (AWS, Azure, GCP) and/or major ISVs or GSIs is an advantage.
Knowledge of GTM planning and joint account planning with ecosystem partners.
Ability to track and manage partner-influenced pipeline, forecast, and revenue metrics.
Experience managing partner governance cadences such as QBRs and pipeline reviews.

Professional Skills

Excellent relationship-building and stakeholder management skills (internal and external).
Strong commercial acumen, including the ability to build business cases and articulate value to partners.
Strong program management skills with the ability to manage multiple partners, campaigns, and internal priorities.
Ability to collaborate effectively with cross-functional teams, including sales, marketing, consulting, and delivery.
Strong analytical skills with the ability to derive insights from partner performance and campaign data.
Effective planning and organisational skills with attention to detail.
Ability to influence without authority in a matrixed organisational structure.
Clear and impactful written and verbal communication skills.
Ability to present effectively to senior stakeholders and partner leadership teams.
Comfort working in a highly collaborative, non-hierarchical, and consultative environment.

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.

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Senior Associate: Partner Sales & Engagement Manager

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