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Senior Client Relationship Manager

2 months ago

Charlotte, North Carolina, United States Endava Full time
Job Overview

Company Overview:
At Endava, we leverage technology as our means and prioritize people as our core motivation. For over twenty years, we have been utilizing technology to foster significant transformation.

By merging top-tier engineering, industry knowledge, and a focus on human connections, we collaborate with prominent brands across diverse sectors to develop innovative platforms and intelligent digital solutions that inspire progress and reshape enterprises.

Join us in making a global impact through meaningful work.

Role Summary:

The Commercial division is tasked with propelling business expansion, managing partnerships, and offering industry-specific insights and guidance to both clients and internal teams. This strategic and advisory group cultivates valuable relationships with clients by combining their expertise in IT services with an understanding of industry trends and challenges. Team members include professionals in business development, client partnerships, alliances, industry advisory, and operational leadership.

The Client Partner position at Endava is a pivotal leadership role within the Commercial organization. This individual is responsible for nurturing the relationship with clients and the delivery team, ensuring alignment on objectives, expectations, and outcomes. The role involves managing and enhancing key client partnerships, driving substantial revenue growth, and uncovering new business prospects. The Client Partner is essential in sustaining and expanding these relationships through outstanding client experiences, ongoing improvement, exemplary service delivery, and strategic insight.

Key Responsibilities:

Commercial Leadership:

  • Drive business growth by executing strategic initiatives that promote enduring client relationships and revenue enhancement.
  • Formulate and implement strategies aimed at achieving over 20% revenue growth within the client portfolio.

Pipeline and Strategy Management:

  • Proactively manage and cultivate a pipeline within accounts, aligned with a market-entry strategy in collaboration with a Business Development Manager.
  • Utilize business acumen to identify and seize untapped growth opportunities within client accounts.

Client Engagement:

  • Allocate over 50% of time to fostering new business and relationships within client accounts, actively engaging in promotional initiatives.
  • Leverage professional networks to generate new opportunities with existing clients.
  • Establish a personal brand and build relationships with senior stakeholders (C-level across business, technology, sales, and marketing) within the client portfolio.
  • Spend substantial time in direct interaction with clients to ensure strong engagement and comprehension of their needs.

Financial Management:

  • Accountable for revenue and profit projections and delivery.
  • Delegate delivery responsibilities to relevant Delivery Managers while maintaining oversight.
  • For established accounts, continuously explore replacement pipelines to mitigate potential declines.
  • Ensure precise financial forecasts, projections, and adjustments.
  • Effectively manage and mitigate risks, including succession planning.
  • Own P&L and meet established financial objectives (budgets, order book, revenue, margin, and other metrics).

Strategic Planning and Execution:

  • Ensure comprehensive account growth planning (utilizing Client Growth Model) aligned with client business requirements, including strategies for significant renewals.
  • Promote continuous improvement and innovation in solutions, commercial strategies, and positioning within the portfolio.
  • Focus on developing industry expertise and credentials to enhance client engagement and service delivery.

Operational Excellence:

  • Ensure adherence to governance, business regulations, and compliance standards.
  • Integrate critical initiatives and processes within the client portfolio to achieve strategic objectives.
  • Encourage a culture of high performance and continuous improvement within the team.
Qualifications:
  • Extensive professional experience in client management or a related field.
  • Significant experience within the telecommunications sector, with a robust understanding of industry technological trends and challenges.
  • Demonstrated success in achieving over 20% revenue growth across a client portfolio.
  • Proven experience in developing and executing client strategies that stimulate business growth.
  • Successful track record in managing account P&L and meeting financial targets.
  • Experience in client engagement and establishing senior-level client relationships.
  • Proven ability to collaborate and influence across various organizational levels.
  • Experience in strategic initiatives, transformation projects, or large-scale integrations is advantageous.
  • Proficient in client negotiations (investments, Master Service Agreements, complex contract points) in alignment with Business Development Managers.
  • Recognized by clients as a primary trusted advisor and contractual authority.
  • Deep expertise in client relationship management and strategic planning.
  • Exceptional leadership, negotiation, and relationship management skills.
  • Strong business acumen with the ability to identify and leverage growth opportunities.
  • Excellent communication skills, both written and verbal, capable of engaging with senior stakeholders.
  • Proven ability to manage multiple priorities and work independently in a dynamic environment.
  • Advanced problem-solving and decision-making skills under pressure.
  • Thorough understanding of industry trends, market dynamics, and financial analysis.
  • Commitment to ongoing personal development and staying abreast of industry trends.
  • Demonstrated ability to influence change and drive organizational transformation.
  • Strong accountability for achieving results and maintaining high performance standards.
  • Proficiency in financial management, including P&L oversight, forecasting, and risk management.
  • Experience in driving continuous improvement and innovation in client solutions and service delivery.
Additional Information:

Discover some of the global benefits that empower our people to become the best version of themselves:

  • Finance: Competitive salary package, share plan, company performance bonuses, value-based recognition awards, referral bonus.
  • Career Development: Career coaching, global career opportunities, non-linear career paths, internal development programs for management and technical leadership.
  • Learning Opportunities: Involvement in complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, workshops, and conferences.
  • Work-Life Balance: Hybrid work arrangements and flexible working hours, employee assistance programs.
  • Health: Global internal wellbeing program, access to wellbeing applications.
  • Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programs, events, and celebrations.

Additional Employee Requirements:

  • Participation in both internal and external meetings via video calls, as necessary.
  • Ability to work onsite as necessary.
  • Prolonged periods of remaining stationary at a desk and working on a computer, as necessary.
  • Ability to bend, kneel, crouch, and reach overhead, as necessary.
  • Hand-eye coordination necessary to operate computers and various pieces of office equipment, as necessary.
  • Vision abilities including close vision, toleration of fluorescent lighting, and adjusting focus, as necessary.
  • For positions that require business travel and/or event attendance, ability to lift 25 lbs, as necessary.
  • For positions that require business travel and/or event attendance, a valid driver's license, as necessary.

*If requested, reasonable accommodations will be made to enable employees requiring accommodations to perform the essential functions of their jobs, absent undue hardship.

USA Benefits:

  • Comprehensive healthcare and benefits including Medical, Dental, Vision, Disability coverage, and various other benefit options.
  • Flexible Spending Accounts (Medical, Transit, and Dependent Care).
  • Employer Paid Life Insurance and AD&D Coverages.
  • Health Savings account paired with our low-cost High Deductible Medical Plan.
  • 401(k) Safe Harbor Retirement plan with employer match with immediate vesting.