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.
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.
Responsibilities:
Commercial Leadership
- Drive business growth by implementing strategic plans that foster long-term client relationships and revenue expansion.
- Develop and execute strategies to achieve 20%+ (or as agreed) revenue growth within the client portfolio.
Pipeline and Strategy Management
- Actively manage and develop a pipeline within accounts, aligned to a go-to-market strategy in collaboration with a Business Development Manager (BDM).
- Leverage business acumen to identify and capitalize on untapped growth opportunities within clients.
Client Engagement
- Dedicate over 50% of time to cultivating new business and relationships within clients, actively participating in promotional activities.
- Proactively leverage professional networks to generate new opportunities with existing clients.
- Build personal brand and relationships with senior stakeholders (C-level across business, tech, sales, marketing) within the client portfolio.
- Spend significant time face-to-face with clients, ensuring strong engagement and understanding of their needs.
Financial Management
- Accountable for revenue and profit forecasts and delivery.
- Delegate delivery responsibilities to relevant Client Managers (CMs) while maintaining oversight.
- For mature accounts, iteratively explore replacement pipelines to mitigate ramp-downs.
- Ensure accurate financial forecasts, projections, and adjustments.
- Manage and mitigate risks effectively, including succession planning.
- Own P&L and meet agreed financial targets (budgets, order book, revenue, margin, and other metrics).
Strategic Planning and Execution
- Ensure robust 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 building 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.
- Foster a culture of high performance and continuous improvement within the team.