Strategic Business Development Director Telco, Media, Technology

Endava; City of Westminster; Hybrid; GBP 100,000 - 125,000; Full time

Job summary

A global technology service provider is seeking a Strategic Business Development Director to guide the Business Development team within the TMT sector. This role involves leading the team to achieve sales targets, developing go-to-market strategies, and managing client relationships. The ideal candidate will have significant experience in a similar sales leadership role, exceptional negotiation skills, and expertise in strategic planning. The position emphasizes hybrid work and offers competitive benefits.

Benefits

Competitive salary package

Career coaching

Flexible working hours

Access to wellbeing apps

Inclusion and diversity programmes

Qualifications

• Significant professional experience in a similar senior sales leadership role in TMT.
• Proven ability to lead and mentor high-performing sales teams.
• Exceptional leadership and negotiation skills.

Responsibilities

• Lead the Business Development team to achieve targets in the TMT industry.
• Develop go-to-market strategies for the TMT industry.
• Drive orderbook and pipeline creation ensuring sustainable revenue and margin growth.

Skills

Business Development

Sales Experience

Negotiation

Strategic Planning

Relationship Management

Financial Analysis

Team Leadership

C-Level Engagement

Job description

Overview

The Commercial discipline is responsible for driving business growth by 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 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. 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.

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 Excellence

• Ensure compliance with governance, business rules and regulatory standards including evidence of approval stage gates compliance across the team.
• 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.

Reporting

• Ensure data accuracy within systems and diligent reporting practices.
• Compile and present monthly industry reporting packages to the Managing Director in partnership with the Global Client Director.
• Maintain up-to-date opportunity-level information within systems.

Qualifications

• Significant professional experience in a similar senior sales leadership role in TMT within IT Services.
• Proven track record of delivering significant orderbook growth across a diverse portfolio.
• Extensive experience in developing and executing global go-to-market strategies.
• Experience in client engagement and building senior-level client relationships.
• Proven ability to lead and mentor high-performing sales teams.
• Experience in strategic initiatives and driving continuous improvement.
• Deep expertise in business development 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 TMT industry trends, market dynamics and financial analysis.
• Commitment to continuous personal development and staying current with TMT 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 business development strategies and execution.
• Strong negotiation skills and the ability to make informed commercial decisions.
• Business Development, Sales Experience, Direct Sales, B2B Sales, Marketing, Sales Pipeline, Salesforce, Strategic Planning, Enterprise Sales, negotiation, Lead Generation, Contracts.

Experience

Experience : years Vacancy : 1

Benefits

• 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.

At Endava we are 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 and 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.

Remote Work: No | Employment Type: Full-time