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 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.  

Experience and Skills

• 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.

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.

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.