Jennifer Shearman

Endava 

<h4>Client Partner - Endava:</h4>&nbsp;Technology is our how. And people are our why. For over two decades, we have been harnessing technology to drive meaningful change. &nbsp; By combining world-class engineering, industry expertise and a people-centric mindset, we consult and partner with leading brands from various industries to create dynamic platforms and intelligent digital experiences that drive innovation and transform businesses. &nbsp; From prototype to real-world impact - be part of a global shift by doing work that matters.&nbsp;<h4>Job Description: &nbsp;</h4>The Commercial discipline is responsible for driving business growth, managing partnerships, and providing industry subject matter expertise and advisory to both clients and internal teams. This strategic and consultative team creates meaningful relationships with clients through their combined knowledge of IT services and industry trends and pain points. Members include business development staff of all levels, client partners, alliances and partnerships managers, industry advisors, and operational leads.&nbsp; &nbsp;The Client Partner role at Endava is a senior leader within the Commercial organisation. They own the relationship with the client and the delivery organisation, ensuring alignment on goals, expectations, and deliverables. This role is responsible for managing and growing key client relationships, achieving significant revenue growth, and identifying new business opportunities. The Client Partner plays a critical role in maintaining and expanding these relationships through exceptional client experiences, continuous improvement, exemplary service delivery, and strategic foresight.&nbsp;Responsibilities: &nbsp;Commercial Leadership &nbsp;<ul><li>Drive business growth by implementing strategic plans that foster long-term client relationships and revenue expansion.</li><li>Develop and execute strategies to achieve 20%+ (or as agreed) revenue growth within the client portfolio.</li><li>Collaborate with the internal functions such as Sales, Marketing, Industry Advisors, Delivery Units, Legal, etc.&nbsp;to develop, propose and ensure the delivery of&nbsp;tailored solutions that address client challenges. &nbsp;</li></ul>Pipeline and Strategy Management &nbsp;<ul><li>Actively manage and develop a pipeline within accounts, aligned to a go-to-market strategy in collaboration with a Business Development Manager (BDM).</li><li>Leverage business acumen to identify and capitalize on untapped growth opportunities within clients. &nbsp;</li></ul>Client Engagement &nbsp;<ul><li>Dedicate over 50% of time to cultivating new business and relationships within clients, actively participating in promotional activities.</li><li>Proactively leverage professional networks to generate new opportunities with existing clients.</li><li>Build personal brand and relationships with senior stakeholders (C-level across business, tech, sales, marketing) within the client portfolio.</li><li>Spend significant time face-to-face with clients, ensuring strong engagement and understanding of their needs. &nbsp;</li></ul>Financial Management &nbsp;<ul><li>Accountable for revenue and profit forecasts and delivery.</li><li>Delegate delivery responsibilities to relevant Delivery Managers (DMs) while maintaining oversight.</li><li>For mature accounts, iteratively explore replacement pipelines to mitigate ramp-downs.</li><li>Ensure accurate financial forecasts, projections, and adjustments.</li><li>Manage and mitigate risks effectively, including succession planning. &nbsp;</li></ul>Strategic Planning and Execution&nbsp; &nbsp;<ul><li>Ensure robust account growth planning (leveraging Client Growth Model / CGM) aligned with client business needs, including strategies for significant renewals.</li><li>Drive continuous improvement and innovation in solutions, commercials, and positioning within the portfolio.</li><li>Focus on building industry expertise and credentials to enhance client engagement and service delivery. &nbsp;</li></ul>Operational Excellence&nbsp; &nbsp;<ul><li>Ensure compliance with governance, business rules, and regulatory standards.</li><li>Embed critical initiatives and processes within the client portfolio to achieve strategic objectives.</li><li>Foster a culture of high performance and continuous improvement within the team.</li><li>Accountable for the successful delivery of projects.</li><li>Ensure effective delivery governance and risk management controls.</li><li>Work closely with delivery teams to ensure projects are completed on time, within scope, and within budget.</li><li>Monitor project progress and client satisfaction, addressing any issues or concerns promptly.</li><li>Ensure that all client deliverables meet or exceed expectations and maintain a high level of quality.</li></ul>&nbsp;<h4>Qualifications: &nbsp;</h4><ul><li>Significant professional experience in client management or a similar role. · Proven track record of delivering 20%+ revenue growth across a client portfolio.</li><li>Knowledge of the MENA Financial Services landscape</li><li>Expertise in Banking and Capital Markets.</li><li>Proficiency in Arabic is required for this role.</li><li>Willingness to travel as needed.</li><li>Extensive experience in developing and executing client strategies that drive business growth.</li><li>Demonstrated success in managing account P&amp;L and achieving financial targets.</li><li>Experience in client engagement and building senior-level client relationships.</li><li>Proven ability to collaborate and influence across various levels of an organization.</li><li>Experience in strategic initiatives, transformation projects, or large-scale integrations is a plus.</li><li>Proficient in all client negotiation (investments / Master Service Agreements / thorny contract points) aligned with BDMs.</li><li>Acknowledged by clients as the primary trusted advisor and contractual authority.</li><li>Deep expertise in client relationship management and strategic planning.</li><li>Exceptional leadership, negotiation, and relationship management abilities.</li><li>Strong business acumen and ability to identify and capitalize on growth opportunities.</li><li>Excellent communication skills, both written and verbal, with the ability to engage with senior stakeholders (C-level).</li><li>Proven ability to manage multiple priorities and work independently in a fast-paced environment.</li><li>Advanced problem-solving and decision-making capabilities under pressure.</li><li>In-depth understanding of industry trends, market dynamics, and financial analysis.</li><li>Commitment to continuous personal development and staying current with industry trends.</li><li>Demonstrated ability to influence change and drive organizational transformation.</li><li>Strong accountability for achieving results and maintaining high performance standards.</li><li>Proficiency in financial management, including P&amp;L management, forecasting, and risk management.</li><li>Experience in driving continuous improvement and innovation in client solutions and service delivery.</li></ul>&nbsp;<h4>Additional Information: &nbsp;</h4>Discover some of the global benefits that empower our people to become the best version of themselves: &nbsp;<ul><li>Finance: Competitive salary package, share plan, company performance bonuses, value-based recognition awards, referral bonus;</li><li>Career Development: Career coaching, global career opportunities, non-linear career paths, internal development programmes for management and technical leadership;</li><li>Learning Opportunities: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, pass-it-on sessions, workshops, conferences;</li><li>Work-Life Balance: Hybrid work and flexible working hours, employee assistance programme;</li><li>Health: Global internal wellbeing programme, access to wellbeing apps;</li><li>Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programmes, events and celebrations.</li></ul>

Financial Services

Banking

IT Services and IT Consulting

Information Services

Business Consulting and Services

Technology, Information and Internet

Technology, Information and Media

Client Partner - Commercial

<h2>&nbsp;</h2>Endava is redefining how people interact with technology. We help some of the world’s leading companies across Payments, Financial Services, Telecommunications, Media, Technology, Consumer Products, Retail, Mobility, and Healthcare industries accelerate their ability to leverage new business models and market opportunities. &nbsp;By designing and delivering dynamic platforms and intelligent digital experiences, we enable our clients to drive the rapid, continuous transformation of their businesses. Our agile, multi-disciplinary teams provide a mix of Product &amp; Technology Strategies, Intelligent Experiences, and World-Class Engineering, using next-generation technologies to make businesses more engaging, responsive, and efficient. &nbsp;Endava employs over 12,000 people across locations in Australia, Austria, Denmark, Germany, Ireland, the Netherlands, Singapore, Switzerland, the UK, the US, the UAE, and Saudi Arabia, with nearshore delivery centers in the EU, Central Europe, and Latin America.We believe in building long-term relationships with our clients while investing in our people’s growth and development, establishing Endava as an employer of choice in key regions.<h2>&nbsp;</h2>The Opportunity: We are looking for an experienced Business Development Manager with solid IT services background and deep expertise in the MENA region in one or more of the following industries: Retail CPG, Transport &amp; Logistics, Energy, Airlines and Telecommunications. The ideal candidate will have a proven track record of sourcing and closing offshore/nearshore IT services engagements, particularly in software development (Consulting, Development, Testing, Support), with a strong understanding of Agile and Digital Services. &nbsp;Key Responsibilities: &nbsp;<ul><li>Identify, develop, and close new business opportunities within the IT services sector, with a focus on&nbsp;MENA markets.</li><li>Build a strong pipeline of prospects by identifying potential clients, understanding their needs, and positioning our services to meet those needs.</li><li>Develop and implement a strategic sales plan that meets or exceeds revenue targets, focusing on large-scale IT services deals.</li><li>Own the sales process end-to-end, from prospecting to closing.</li><li>Serve as a CRM advocate, being responsible for keeping account data clean and current.</li><li>Establish and maintain strong relationships with senior executives, decision-makers, and key stakeholders in target industries.</li><li>Lead negotiations of complex contracts, ensuring favorable terms and long-term success for both the company and clients.</li><li>Provide regular updates on business development activities, sales pipeline, and revenue forecasts to senior management.</li><li>Collaborate with internal teams, including international colleagues, to ensure comprehensive support for clients our growth in region</li><li>Represent Endava at industry events, acting as both a participant and moderator. &nbsp;</li></ul><h2>Qualifications: &nbsp;</h2><ul><li>Fluency in Business English and Arabic is essential</li><li>Experience: 8+ years of experience in business development, sales, or a similar role in the IT services industry, with a strong understanding of the MENA markets preferably in one or more of the following industries: Retail CPG, Transport &amp; Logistics, Energy, Airlines and Telecommunications</li><li>Proven Track Record: Demonstrated ability to achieve or exceed sales targets, with a history of closing significant deals in the IT services sector in MENA</li><li>Professional Background: Familiarity with a range of IT services, including software development, digital transformation, cloud services, and managed IT solutions.</li><li>Networking Skills: A strong network of contacts within key industries in MENA</li><li>Communication Skills: Excellent verbal and written communication skills, with the ability to present complex solutions in a clear and compelling way to both technical and non-technical audiences.</li><li>Leadership: Strong leadership and organizational skills with the ability to manage cross-functional teams and drive results.</li><li>Negotiation Skills: Experience negotiating high-value contracts, with a focus on achieving win-win outcomes.</li><li>Self-Motivated: Ability to work independently and take ownership of business development initiatives while collaborating effectively with internal teams. &nbsp;</li></ul>Desirable Qualifications: &nbsp;<ul><li>Experience in managing offshore or nearshore IT service engagements.</li><li>Understanding of agile methodologies and their application in IT services.</li></ul>

Non-profit Organizations

Government Administration

Government Relations Services

Business Development Manager

Join Endava  and explore 2 exciting career opportunities. They're hiring for various roles with options for remote or on-site work. Apply today and become part of their innovative team.

Endava  Careers  | 2 Open Positions | Apply Today | United Kingdom