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Strategic Client Executive

2 months ago

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

At Endava, we believe that technology is our means, while people are our motivation. For over twenty years, we have been leveraging technology to instigate significant change.

By merging top-tier engineering, industry knowledge, and a human-centric approach, we collaborate with prominent brands across various sectors to develop innovative platforms and intelligent digital solutions that foster transformation and drive progress.

From initial concepts to real-world applications, be part of a global movement by engaging in impactful work.

Position Overview

The Commercial division is tasked with propelling business expansion, nurturing partnerships, and offering industry-specific insights and guidance to both clients and internal teams. This strategic and advisory group cultivates meaningful connections with clients through their comprehensive understanding of IT services and industry challenges. Team members include business development professionals, client partners, alliance managers, industry consultants, and operational leaders.

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

Key Responsibilities:

Commercial Leadership
  • Drive business growth by executing strategic initiatives that promote long-term client relationships and revenue enhancement.
  • Formulate and implement strategies to achieve revenue growth of 20% or more within the client portfolio.
Pipeline and Strategy Management
  • Proactively manage and develop a pipeline within accounts, aligned with a go-to-market strategy in partnership with a Business Development Manager.
  • Utilize business insight 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 efforts.
  • Leverage professional networks to create new opportunities with existing clients.
  • Establish personal branding and relationships with senior stakeholders (C-level across business, technology, sales, and marketing) within the client portfolio.
  • Spend considerable time in direct interaction with clients to ensure strong engagement and comprehension of their needs.
Financial Management
  • Accountable for revenue and profit forecasts and their realization.
  • Delegate delivery responsibilities to relevant Delivery Managers while maintaining oversight.
  • For established accounts, continuously explore replacement pipelines to prevent declines.
  • Ensure accurate financial forecasts, projections, and necessary adjustments.
  • Effectively manage and mitigate risks, including succession planning.
  • Own P&L and meet agreed financial targets (budgets, order book, revenue, margin, and other metrics).
Strategic Planning and Execution
  • Ensure comprehensive account growth planning (utilizing Client Growth Model / CGM) 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 rules, and regulatory standards.
  • Embed 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 experience in the Energy & Resources sector, with a solid understanding of industry technological trends and challenges.
  • Significant professional experience in client management or a comparable role, with a proven record of achieving 20%+ revenue growth across a client portfolio.
  • Comprehensive experience in developing and executing client strategies that drive business growth.
  • Demonstrated success in managing account P&L and achieving 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 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 and ability to identify and leverage growth opportunities.
  • Excellent communication skills, both written and verbal, with the ability 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.