Requirements
Candidates must have a proven track record of originating and shaping large-scale consulting deals in the Data and AI domain. Strong commercial acumen, executive-level communication skills, and deep technical understanding of the data-to-AI stack are required.
Job Description
The AI Solutioning & GTM Leader for Data & AI service line is a senior, industry-facing commercial leader responsible for originating, shaping, solutioning and driving large-scale Data & AI transformation opportunities in Europe, Middle East and India, with key focus on large and complex AI deals, solutioning and delivery.
This role is accountable for building and converting a pipeline of $3–5M+ TCV opportunities, materially contributing to annual $30M+ in bookings, by driving Data & AI opportunity development, pursuit strategy, and deal shaping across key markets and accounts.
Client Partners retain overall account ownership and commercial closure responsibility.
This role owns the development & progression of the specialist Data & AI opportunity space within the market/accounts, leading how opportunities are identified, framed,, including the client problem, transformation agenda, value case, proposition and solution direction - and progressed into high-value, outcome-led transformation programs.
The focus is on driving platform-centric, enterprise-scale Data & AI programs that move beyond fragmented data initiatives and isolated AI pilots toward scalable, AI-ready data foundations that deliver measurable business impact.
The role operates as a leader among leaders in complex pursuits, working closely with Client Partners, Business Development, Practice Leaders, architects, and delivery teams to shape differentiated commercially viable, executable programs.
Role Profile Summary:
This role is measured by its ability to drive top-line growth by owning and scaling Data & AI opportunities within the vertical. Success comes from combining Data & AI expertise, transformation thinking and strong commercial acumen to identify and develop opportunities, shape compelling propositions and solutions, building and progressing a high-quality pipeline, larger and more strategic deals, and ensuring those deals translate into executable, high-impact programs.
Job responsibilities
- Data & AI Pipeline Ownership: Own the origination, qualification, development and progression of Data & AI opportunities. Build and maintain a pipeline capable of delivering $30M+ in bookings, anchored on $3–5M+ deal sizes, shifting composition toward strategic, transformation-led programs rather than fragmented work.Build pipeline across the full spectrum — data platforms, governance, and AI — working with clients and account teams to translate emerging needs into defined transformation opportunities. Shape opportunities as integrated data-to-AI value chains rather than siloed initiatives, defining the client problem, intended business outcomes, transformation pathway and relevant Data & AI capabilities.
- Pursuit & Deal Shaping: Lead the shaping of complex Data & AI pursuits, owning the client narrative, business case, transformation agenda, and value proposition, solution direction and commercial framing. Drive opportunity progression and materially influence conversion, deal size, and win rates.Lead solutioning that connects data foundations with AI capabilities into one coherent transformation narrative, strengthening technical credibility and deal differentiation.
- Executive Client Advisory & Opportunity Development: Build trusted executive relationships in partnership with account leadership with senior client stakeholders including CDOs, CIOs, CTOs, and Heads of AI. Lead executive conversations on how Data & AI investments translate into business outcomes such as growth, efficiency, and risk reduction.Advise executives on how data readiness underpins successful AI adoption, helping sequence investment across the data-to-AI maturity curve.Use Data & AI expertise to explore client challenges, identify potential value and help define where a viable transformation opportunity exists.
- EMEI Data & AI Growth Strategy: Support the Data & AI growth agenda in EMEI. Identify priority accounts, whitespace, and repeatable plays that scale Data & AI revenue, grounded in real client problems and market demand.Identify whitespace across the integrated stack — data platforms and AI capabilities — with go-to-market plays that show a clear path from one to the next.Translate recurring client needs and market insight into repeatable transformation propositions, plays and opportunity patterns that strengthen the Data & AI pipeline across markets and accounts.Partner with Client Partners to focus Data & AI effort where it can create the greatest client and growth opportunity.
- Solution & Offering Leadership: Work with Practice Leaders, Ecosystem teams, architects, and SMEs to shape solutions that are differentiated, relevant, and grounded in delivery capability. Connect data platforms, governance, AI/ML, and agentic enterprise data foundations to tangible business outcomes. Requires hands-on experience with Agentic AI solutions and use case execution.Maintain a reusable library spanning data architecture and AI solution patterns to speed up assembly of end-to-end offerings.Partner with architects on feasibility across the stack — data integration, model selection, and tooling — to ensure proposed solutions are deliverable.
- Delivery Alignment & Expansion: Partner with Practice Leaders to ensure opportunities are deliverable with quality and predictability, validating feasibility prior to closure. Drive land-and-expand opportunities that extend engagements into broader transformation programs.Grow initial data or AI engagements into broader integrated data-and-AI transformation programs over time.
- Internal Leadership & Market Positioning: Operate as part of the Data & AI leadership team, shaping strategy, targets, and vertical plays. Contribute to Thoughtworks' external positioning through industry-relevant narratives and insights.Represent Thoughtworks' point of view on integrated data and AI transformation, grounded in how strong data foundations enable successful AI outcomes.
Job qualifications
Technical Skills
- Proven track record of originating and shaping large ($3-5M+) consulting or transformation deals and opportunities in Data & AI or adjacent domains.
- Strong commercial acumen with the ability to build pipeline, shape deals, and drive conversion through Data & AI opportunities and transformation leadership.
- Senior industry or consulting experience with credibility at executive levels.
- Deep understanding of how Data & AI capabilities translate into business outcomes.
- Ability to operate within account structures, owning development and progression domain opportunities while collaborating with Client Partners.
- Strong collaboration with Practice Leaders to ensure solutions are both compelling and deliverable.
- Excellent executive communication, storytelling, and negotiation skills.
- Strong experience in business value delivery and ROI generation with advanced AI solutions across industries e.g. BFSI, Manufacturing, Travel, Telecom, Media, Gaming, Life Sciences.
- Strong practical understanding across the data and AI stack — platforms, governance, and AI/ML — sufficient to independently explore client problems, define transformation opportunities, establish solution direction and work credibly with technical teams.
- Ability to articulate value cases spanning data modernization and AI adoption, showing a connected path from data investment to AI-driven outcomes. Ability to move between executive business conversations and technical discussions, translating client needs into transformation opportunities that are commercially compelling and technically credible.
Professional Skills
- Key Outcomes.
- Contribution to $30M+ in bookings through ownership and progression and shaping of high value Data & AI opportunities.
- Sustained pipeline of multiple $3–5M+ deals across geography and industries.
- Increased average deal size and improved conversion of Data & AI opportunities through strong opportunity definition, transformation shaping, value articulation and technical credibility.
- Growth in enterprise-scale, outcome-led Data & AI transformation programs.
- Strong alignment between sold work and delivery outcomes, enabling repeatable success.
- Growth in integrated data-and-AI deals (platforms and AI/ML) as a share of overall pipeline and bookings.
- Increased reuse of successful Data & AI propositions, transformation patterns and solution approaches across markets and accounts.
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.