Principal Solutions Architects at Thoughtworks drives the commercial success, strategic positioning, and regional adoption of ThoughtWorks' full Data & AI offerings portfolio within the India Middle East (IME) region, currently composed of Data Modernization and Scaling AI.

This role spans both critical domains: Providing a roadmap for moving to cloud-based technologies and product-oriented data development using Data Modernization. Helping clients to accelerate their AI efforts by identifying blockers and implementing lean and scalable solutions across people, process & technology using Scaling AI.

The Offerings connects client demand to our differentiated capabilities, leading high-impact pursuits, shaping executive-level value propositions, and feeding insights back into offering development. 
This role requires the ability to manage and grow a book of business exceeding $25 million in an influenced pipeline, positioning Data Modernization and Scaling AI offerings as a strategic lever within client transformation portfolios. It sits at the intersection of consultative selling, technical solutioning, and go-to-market leadership in critical areas of enterprise modernization and engineering transformation.

Job responsibilities

Key Responsibilities:

Commercial Leadership

Drive pipeline generation and TCV growth for Data & AI offerings pursuits in IME. Lead or support strategic pursuits anchored in Data Modernization and Scaling AI themes in IME. Guide account planning for top IME clients to expand Data Modernization and Scaling AI solutions.

Solution Strategy and Shaping 

Frame compelling business cases that align investments to measurable business outcomes, articulating benefits such as cost efficiency, risk reduction, strategic enablement, velocity, quality, and talent retention across both offerings.

Go-to-Market Execution

Translate the global Data Modernization and Scaling AI strategies into actionable GTM tactics for the IME region. Improve pursuit performance through targeted messaging, competitive differentiation, and solution alignment specifically for the IME market.

Market Insight and Feedback Loops

Capture client and pursuit insights to influence service development, tooling investments, and offering refinements for both Data Modernization and Scaling AI Collaborate with Global Service Development to refine accelerators, reference architectures, and messaging.

Enablement and Collaboration

Enable account teams, delivery leads, and solution architects to position and confidently shape Data Modernization and Scaling AI deals Partner with Service Strategists and SMEs to ensure solution feasibility and delivery fit Contribute to the development and reuse of case studies, playbooks, sales enablement assets, modernization playbooks, and executive briefings.

Success Metrics

Total contract value (TCV) of Data Modernization-led and Scaling AI-led pursuits won in IME Win rate of offering-led pursuits for both Data Modernization and Scaling AI in IME Data Modernization and Scaling AI penetration across top 10 IME and India distributed accounts

Quality and volume of strategic pursuits influenced

Internal adoption and reuse of delivery assets and sales frameworks across both Data Modernization and Scaling AI Feedback from account teams, service line leaders, and delivery partners

Core Skills & Competencies

Business Value Framing – Ability to articulate Data modernization benefits and AI improvement to business outcomes in terms of operational cost, TTM, talent retention, risk, strategic enablement Executive Engagement – Comfortable influencing CIOs, CTOs, Heads of Architecture, and industry leaders Consultative Selling – Deep experience in shaping complex modernization and transformation deals with multiple stakeholders and long buying cycles Technical Fluency – Understanding Data and AI in the context of modernization strategies and implementation, Data as product, AI adoption to implementing AI at scale within client organizations.  Cross-functional Collaboration – Able to align closely with delivery, capability, sales, and global service development teams Market Awareness – Knowledge of key drivers impacting software engineering in the enterprise (e.g., AI disruption, talent shortages, velocity pressure), digital transformation trends, regulatory and industry-specific modernization triggers Job qualifications Technical Skills 15+ years in enterprise software or technology consulting, with at least 6-8 years focused on solution shaping, technical pre-sales, or GTM strategy Demonstrated experience managing or influencing a portfolio or book of business valued at $25+ million in total contract value Proven success in strategic sales and executive solutioning engaging senior technology and product executives Experience leading or shaping engineering transformation initiatives and legacy modernization programs across industries Professional Skills Experience in driving Data and AI practices in complex enterprise environments Experience across multiple industries or complex global engineering organizations Familiarity with modernization tooling ecosystems, transformation roadmapping frameworks, AI-assisted dev tools and engineering metrics 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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