Senior Client Partner - Telco

Company Description

Technology is our how. And people are our why. For over two decades, we have been harnessing technology to drive meaningful change.
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.
From prototype to real-world impact - be part of a global shift by doing work that matters.

Job Description

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 Delivery Managers (DMs) 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.

Qualifications

• Significant professional experience in client management or a similar role.
• Substantial experience within the Telco industry, with a strong understanding of the industry technological trends and challenges. 
• Proven track record of delivering 20%+ revenue growth across a client portfolio. 
• Extensive 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 senior-level client relationships. 
• Proven ability to collaborate and influence across various levels of an organization. 
• Experience in strategic initiatives, transformation projects, or large-scale integrations is a plus. 
• Proficient in all client negotiation (investments / Master Service Agreements / thorny contract points) aligned with BDMs. 
• Acknowledged 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 abilities. 
• Strong business acumen and ability to identify and capitalize on 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 capabilities 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 programmes for management and technical leadership;
• Learning Opportunities: Complex projects, rotations, internal tech communities, training, certifications, coaching, online learning platforms subscriptions, pass-it-on sessions, workshops, conferences;
• Work-Life Balance: Hybrid work and flexible working hours, employee assistance programme;
• Health: Global internal wellbeing programme, access to wellbeing apps;
• Community: Global internal tech communities, hobby clubs and interest groups, inclusion and diversity programmes, events and celebrations.

Additional Employee Requirements

• Participation in both internal meetings and external meetings via video calls, as necessary. 
• Ability to go into corporate or client offices 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 

• Robust 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 immediately vest