Senior Client Manager

3 weeks ago

Singapur, Singapore Endava Full time
Job Description

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.
  • 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.


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.

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