Strategic Client Executive

1 week ago

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

At Endava, we leverage technology as our means and prioritize people as our motivation. With over twenty years of experience, we are dedicated to driving impactful change through technological innovation.

By merging top-tier engineering, industry knowledge, and a focus on people, we collaborate with prominent brands across various sectors to develop dynamic platforms and intelligent digital solutions that foster innovation and transform businesses.

Be part of a global movement that makes a difference, from initial concepts to real-world applications.

Role Overview

The Commercial division is tasked with fostering business expansion, managing partnerships, and offering industry-specific expertise and advisory services to both clients and internal teams. This strategic and consultative group cultivates significant relationships with clients through their comprehensive understanding of IT services and industry challenges. Team members include business development professionals at all levels, client partners, alliances and partnerships managers, industry consultants, and operational leaders.

The Client Partner position at Endava is a senior leadership role within the Commercial organization. This individual is responsible for nurturing the relationship between the client and the delivery team, ensuring that goals, expectations, and deliverables are aligned. The role involves managing and enhancing key client relationships, driving substantial revenue growth, and identifying new business prospects. The Client Partner is crucial in maintaining and expanding these relationships through outstanding client experiences, ongoing improvement, exceptional service delivery, and strategic insight.

Key Responsibilities:

Commercial Leadership
  • Facilitate business growth by executing strategic initiatives that promote long-term client relationships and revenue increase.
  • Formulate and implement strategies aimed at achieving over 20% revenue growth within the client portfolio.
Pipeline and Strategy Management
  • Proactively manage and develop a pipeline within accounts, in alignment with a go-to-market strategy in collaboration with a Business Development Manager (BDM).
  • Utilize business insight to identify and leverage untapped growth opportunities within client accounts.
Client Engagement
  • Devote over 50% of time to developing new business and relationships within client accounts, actively engaging in promotional efforts.
  • Proactively utilize professional networks to uncover new opportunities with existing clients.
  • Establish a personal brand and foster relationships with senior stakeholders (C-level across business, technology, sales, marketing) within the client portfolio.
  • Spend considerable time in direct engagement with clients to ensure a strong understanding of their needs.
Financial Management
  • Accountable for revenue and profit forecasts and their delivery.
  • Delegate delivery responsibilities to appropriate Delivery Managers (DMs) while maintaining oversight.
  • For established accounts, explore replacement pipelines to mitigate potential declines.
  • Ensure accurate financial forecasts, projections, and necessary adjustments.
  • Effectively manage and mitigate risks, including succession planning.
  • Own P&L and meet established financial targets (budgets, order book, revenue, margin, and other metrics).
Strategic Planning and Execution
  • Ensure comprehensive account growth planning (leveraging Client Growth Model / CGM) aligned with client business needs, including strategies for significant renewals.
  • Drive continuous improvement and innovation in solutions, commercials, and positioning within the portfolio.
  • Focus on developing industry expertise and credentials to enhance client engagement and service delivery.
Operational Excellence
  • Ensure compliance with governance, business rules, and regulatory standards.
  • Embed critical initiatives and processes within the client portfolio to achieve strategic objectives.
  • Promote a culture of high performance and continuous improvement within the team.
Qualifications
  • Extensive experience within the Energy & Resources sector, with a solid understanding of industry technological trends and challenges.
  • Significant professional experience in client management or a similar capacity, with a proven track record of achieving over 20% revenue growth across a client portfolio.
  • Broad experience in developing and executing client strategies that drive business growth.
  • Demonstrated success in managing account P&L and meeting financial targets.
  • Experience in client engagement and building relationships with senior-level clients.
  • Proven ability to collaborate and influence across various organizational levels.
  • Experience in strategic initiatives, transformation projects, or large-scale integrations is advantageous.
  • Proficient in all client negotiations (investments / Master Service Agreements / complex contract points) in alignment with BDMs.
  • Recognized by clients as the 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 capitalize on growth opportunities.
  • Excellent communication skills, both written and verbal, with the capability to engage with senior stakeholders (C-level).
  • Proven ability to manage multiple priorities and work independently in a fast-paced environment.
  • Advanced problem-solving and decision-making skills under pressure.
  • In-depth understanding of industry trends, market dynamics, and financial analysis.
  • Commitment to continuous personal development and staying current with 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 management, 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: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platform subscriptions, pass-it-on sessions, workshops, conferences.
  • Work-Life Balance: Hybrid work and flexible working hours, employee assistance program.
  • Health: Global internal wellbeing program, access to wellbeing apps.
  • Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programs, events and celebrations.

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