Strategic Business Development Director - Telco, Media, Technology

Strategic Business Development Director - Telco, Media, Technology

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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 Overview
The Commercial discipline is responsible for driving business growth, managing partnerships, and providing industry expertise and advisory to both clients and internal teams. This strategic and consultative team builds meaningful relationships with clients through their combined knowledge of IT services, industry trends, and pain points. Team members include business development staff at all levels, client partners, alliances and partnerships managers, industry advisors, and operational leads.

Role Overview
The Strategic Business Development Director is a senior leader responsible for guiding the Business Development team within the TMT industry globally. This role is accountable for orderbook and pipeline creation, ensuring sustainable revenue and margin growth. Key responsibilities include achieving personal and industry targets, developing sales talent, and executing the Retail industry vision and strategy in close partnership with the Managing Director.

The Strategic Business Development Director also ensures that the team aligns with Endava's core values, fostering a culture of diversity and excellence.

Key Responsibilities

• Leadership

• Lead the Business Development team to achieve personal and TMT industry targets.
• Develop Business Development talent, guiding skill mastery and career progression with clear success plans for each direct report.
• Support the definition and execution of the industry vision and strategy in close partnership with the Managing Director.
• Drive adherence to Endava processes across the team, particularly focusing on embedding the Business Winning Model (BWM) and Client Growth Model (CGM) frameworks consistently.
• Foster a culture and work environment aligned with Endava's core values, with an emphasis on diversity.

• Industry Growth

• Create and evolve the global go-to-market strategy for the TMT industry, identifying industry challenges and aligning relevant Endava solutions.
• Manage the TMT industry pipeline of new opportunities, driving sales cadences to ensure progress on pursuits.
• Drive orderbook and pipeline creation, ensuring sustainable revenue and margin growth. Actively manage and develop the pipeline within accounts to achieve business growth targets.
• Collaborate with the Global Client Director and Industry Advisor Team to refine the strategy for the TMT industry.
• Work with the Client Partner Director to support and drive growth within existing accounts.
• Create and foster industry connections to establish Endava as a key participant in the TMT industry.
• Enhance personal expertise in TMT industry trends, developments, and challenges to become an industry subject matter expert (SME).
• Leverage Endava's broader capabilities within the TMT industry to build credibility with clients and within the region.
• Serve as the senior adviser for all net new business development, including new logos and existing clients.

• Negotiation and Commercial Decisions

• Lead high-stakes negotiations with clients to ensure favorable terms and conditions.
• Make informed commercial decisions to drive business growth and profitability.
• Manage and resolve complex client and contract issues, ensuring alignment with Endava’s strategic objectives.

• Financial Management

• Ensure accurate forecasts, budgets, projections, and adjustments as needed.
• Ensure compliance with governance and business rules, with appropriate signoffs.
• Manage Sales budgets in line with agreed P&L, ensuring sales spending is proportionate to expected returns.

• Operational…