Global Alliance and Business Development Lead

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

This is a strategically pivotal role for Endava and our future growth strategy. A dynamic, hybrid role, you will be the Global Alliance Leader for Microsoft driving transformational engagements with our clients and sales teams. In addition to this, you will play a key role in business development activities and market activation across the USA and Canada specifically. This is an exciting time to take on this global leadership role. We are experiencing very significant growth in revenue and market opportunity (double digits) with Microsoft and other key hyperscalers. You will join an expanding, dynamic global alliance’s function, sharing best practice across all strategic and commercial partners, leading growth and inspiring clients on their transformation journey.

Key responsibilities for this role include:

Strategic partnership development and management

• Build, define and execute our global business strategy with Microsoft, collaborating in partnership with our industry Managing Directors to support their GTM plans.
• Be accountable for the annual order book and revenue target set across our business, with real time management to ensure attainment/exceeding growth targets.
• Build and manage executive-level relationships with Microsoft as your global alliance, fostering peer to peer relationships between Endava and Microsoft.
• Create a future roadmap for elevating our partner status, with a growth plan of additional competencies and specialisations for investment – driving new ways to differentiate across the Microsoft ecosystem.
• Define joint business strategies aligned to Microsoft’s priorities and Endava’s growth plan (across Azure, Dynamics 365, AI, Security etc).
• Negotiate and structure new alliance agreements, securing investment against campaigns, client proof of concepts and ECIF etc for our client

Go-to-Market Execution

• Partner with our Industry commercial leads to agree key focused growth programs, aligned to client industry challenges, supporting sales.
• Play a key role in building accelerators, new propositions and offerings with Microsoft to support client transformation and enable faster time to value.
• Collaborate with our partner marketing team to build our annual growth plan with key campaigns and events, accelerating client expansion and net new client acquisition.
• Responsible for unlocking funding of ~£1m to support client transformation and growth programs. § Play a key role in building compelling sales materials, client stories and battlecards etc to enable sales and client partners globally.

Business Growth & Performance

• Proactively lead and manage all growth programs for Microsoft globally, operationally connecting Endava leadership and sales with their counterparts.
• Measure, monitor and drive alliance revenue and order book targets, managing and supporting pipeline growth, reporting to executives.
• Identify new opportunities for expansion across industries and regions.
• Be accountable for end-to-end partner success, through enablement, training certification programs across sales, delivery, CTO and strategic cloud and AI pods.
• Partnering with our global delivery locations will be key for maintaining and enhancing our certifications and competencies.
• Where necessary you will also act as the global point of contact for partner escalations where additional support may be required.
• Play an expert role in supporting strategic deals, bringing partner innovation to our client teams and client executives.

Client partnership and market development (USA and Canada)

• As part of your hybrid role and location, you will also serve as a strategic client partner for a number of critical client accounts across the US and Canada.
• Being close to client, you will play a key role in leading wider market activation plans and initiatives that support growth across our priority industries.
• As you expand your role and impact, leadership across net new pursuits and new client acquisition will be a key area of focus, giving you clear space to own and be empowered to grow our Endava business locally.
• You will lead on setting commercial targets across