Role Description Principal Solutions Architects at Thoughtworks leverage their expertise in "managed services" for application and infrastructure platform support, and maintenance, to craft impactful solutions. They focus on customer challenges and in partnership with the sales team, translate these into winning proposals encompassing compelling engagement, operating and commercial models, ensuring every engagement is a resounding success. Their role at this level requires them to propel business forward. They will cultivate relationships with executives, closing high-value deals and bolstering our “managed services” practice. Thoughtworks DAMO™ managed services empower businesses through intelligent, automated digital operations solutions. It leverages advanced Build practices like XP and CI/CD to achieve "zero maintenance" products, revolutionizing how Run operates. By combining site reliability engineering (SRE), product evolution and data ops, DAMO managed services drive predictable cost reduction and future-proof operations. Principal solutions architects are a driving force in our transformative mission, shaping our clients' future and the industry at large, making a profound impact. Qualifications - 15+ years experience in working on tech solutions and creating proposals - Strong experience in managed services with hands-on exposure to AI technologies - Experience in at least one of these areas: legacy modernization, data ops, customer experience, and AI - Experience with putting together proposals that respond to customer requirements and win work - Solid experience in defining operating model for support coverage and distribution of teams according to business needs - Experience in proposing contract terms and conditions to answer most questions regarding contract interpretation - Closely worked with various internal teams including business development, demand/sales, delivery, service lines Requirements - Focus on understanding and documenting client problems and requirements - Drive the proposal development process from managed services solution strategy discussions through solution design, pricing, proposal document preparation, and pitching - Lead efforts to drive proactive proposals by working with clients and account leadership teams - Leverage technology innovations like AI/Machine learning (ML) to bring cutting-edge solutions into the IT operations landscape - Drive the contract preparation process from strategy discussions through contract preparation and negotiations - Identify and qualify new opportunities through working with leads and account leadership - Create value propositions which can be reused in pursuits and client pitches - Articulate the differentiators and value of the service line to client stakeholders - Focus on delivering competitive commercial models - Identify patterns across regions and build reusable assets including proposal templates, assessment frameworks, commercial models, etc. - Involved in community initiatives to mentor team members, streamline operations, share and grow knowledge Benefits - No one-size-fits-all career path; autonomy balanced with a cultivation culture - Supported by interactive tools and numerous development programs - Empowerment in career journeys through teamwork and support

• Managing and developing the assigned territory, driving sustainable sales growth in line with targets. • Identify and secure new business opportunities, building a strong pipeline and converting prospects into long-term customers. • Growing and expanding existing accounts, with a focus on key and strategic customers. • Developing and executing territory sales plans aligned with UK, Ireland, and Northern Europe strategies. • Apply a solution-selling approach, understanding customer needs and delivering tailored Fluid & Motion Control solutions. • Building and maintaining strong customer relationships to support ongoing business growth. • Maintain accurate sales data and pipeline visibility within Salesforce CRM. • Collaborating with internal teams to support pricing, compliance, and overall business performance.

• Consistently achieve or exceed sales targets by maintaining existing business, prospecting to develop incremental business, and conducting cold calls to develop new business in assigned accounts • Execute effective sales strategies, including prospecting, qualification, value-based selling, and closing • Leverage product, application, and workflow knowledge to position solutions, deliver technical presentations and demonstrations, and drive customer adoption • Manage sales opportunities through disciplined pipeline management, including forecasting, next steps, and close plans • Maintain strong customer relationships and engage key stakeholders across accounts • Participate in sales meetings, seminars, and trade shows • Collaborate with internal teams and channel partners to deliver results • Demonstrate strong technical understanding of spatial biology to drive engagement, sales growth and establish KOL relationships within the spatial imaging community • Maintain a consistent operating rhythm to manage territory performance, including funnel management, account planning, and achieve KPI metrics • Routinely update CRM (Salesforce) to ensure accurate forecasting, pipeline health, and visibility to business performance • Prepare quarterly account and territory plans to define focused sales strategies and actions to achieve revenue targets, and mitigation plans to close gaps • Share market insights, competitive intelligence, and best practices with internal stakeholders. • Expected travel, 50%

• Achieve or overachieve financial targets • Develop and execute strategy for achievement of business results tied to overall sales strategy • Attract and retain top talent within sales team • Drive high activity by conducting team prospecting sessions with direct reports • Ensure that each team member is capable of developing and maintaining C-level relationships • Provide leadership through effective communication of the global strategy • Coach and develop direct reports on a regular basis • Improve the team's success through effective leadership and mentorship • Take ownership for own professional growth and support the team's professional growth