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.
As a Senior Business Development Manager at Endava, you will identify new clients, and introduce them to our capabilities and IT services. You'll guide these new customers through the entire sales cycle, offering solutions that allow them to achieve business goals through enterprise transformation of their IT environment.
Responsibilities:
- Drive net-new business acquisition as a pure hunter, leveraging an established network of C-level and senior executive relationships to identify, develop, and close strategic sales opportunities.
- Serve as a trusted advisor to prospective clients, leveraging deep industry knowledge and a consultative sales approach to identify business challenges and position Endava's Product Engineering, Digital Engineering, and IT Professional Services capabilities.
- Proactively identify and engage target clients through existing executive relationships, strategic networking, referrals, prospecting, cold calling, and other lead generation strategies.
- Own and execute the end-to-end new business sales cycle, from initial prospect engagement and opportunity qualification through solution development, commercial negotiation, and deal closure.
- Develop and maintain a robust pipeline of qualified, net-new business opportunities, with a focus on large-scale, enterprise-level engagements.
- Lead consulting-led sales conversations, partnering with solution architects, engineering leaders, and delivery teams to develop tailored solutions that address client business challenges and deliver measurable outcomes.
- Leverage deep knowledge of the technology and engineering services landscape to identify emerging client needs, position strategic solutions, and differentiate Endava in competitive sales environments.
- Negotiate and close complex, high-value consulting and engineering services engagements, including outcome-based and solution-led commercial agreements.
- Consistently achieve and exceed new business revenue targets, demonstrating accountability for pipeline generation, deal conversion, and revenue growth.
Qualifications
- 7–10+ years of proven new business development experience, with a strong emphasis on hunting, originating, and closing net-new enterprise business within IT consulting, Product Engineering Services, Digital Engineering, or related technology services.
- Industry experience: in one or more of the following verticals: Travel / Air, Retail, Automotive, Industrial, and/or Logistics. Must have a strong track record of originating and closing net-new enterprise business within these industries.
- Experience within a Global Systems Integrator (GSI) or established engineering services / IT consulting organization is required, with demonstrated success selling complex offshore and nearshore delivery solutions.
- Established, active network of C-level and senior executive relationships, including CIOs, CTOs, CDOs, and other key technology and business decision-makers, with a demonstrated ability to convert relationships into qualified opportunities and closed business.
- Proven track record of independently originating and closing large-scale, multimillion-dollar enterprise engagements, rather than primarily expanding or managing existing accounts.
- Strong experience in consulting-led, solution-based, and outcome-based selling, with the ability to identify business challenges, shape strategic solutions, and articulate measurable business value.
- Deep understanding of Product Engineering Services, Digital Engineering, software development, modernization, and the broader technology consulting landscape.
- Demonstrated success navigating complex enterprise sales cycles, engaging multiple stakeholders, and influencing VP- and C-level decision-makers.
- Hunter-centric sales approach with proven success in executive prospecting, cold calling, relationship development, opportunity qualification, strategic presentations, commercial negotiations, and contract closure.
- Demonstrated track record of consistently achieving or exceeding annual new business sales quotas of £5M+.
- Strong commercial acumen, including experience developing business cases, presenting proposals, negotiating complex engagements, and collaborating on statements of work.
- Highly self-motivated, entrepreneurial, and results-driven, with a strong sense of ownership for new business generation and revenue performance.
Additional Requirements:
- Travel is an integral part of a this role and the individual will need to travel locally, within country, and internationally as needed to perform the role (they should have a valid passport/driving license and be prepared to travel during working hours as needed by the company).
- Work-related tradeshows or live events may require the individual to occasionally lift 25 pounds.
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 and acceptable driving record are required, as driving is an essential job function.
*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 (Full time roles only, does not apply to contractor positions)
- 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
At Endava, we’re committed to creating an open, inclusive, and respectful environment where everyone feels safe, valued, and empowered to be their best. We welcome applications from people of all backgrounds, experiences, and perspectives—because we know that inclusive teams help us deliver smarter, more innovative solutions for our customers. Hiring decisions are based on merit, skills, qualifications, and potential. If you need adjustments or support during the recruitment process, please let us know.
