Global Alliance Manager

📋 Description

• • Endava is seeking a dynamic, highly motivated, and commercially astute Global Alliance Manager to join our expanding team. This is a strategically pivotal role, central to Endava's future growth strategy, where partnerships are deeply embedded in our DNA. As a critical leader within our global alliances function, you will be entrusted with owning the strategic growth plan and engagement program for approximately five key partnerships within your portfolio. Your primary objective will be to enable repeatable growth campaigns, foster deep sales engagement, and drive targeted client engagements, ultimately delivering approximately £25 million in revenue.
• • The ideal candidate is a strategic thinker with exceptional relationship management skills, robust commercial acumen, and the proven ability to influence stakeholders across diverse geographies and business functions. You will possess a genuine passion for engaging and inspiring clients, demonstrating the art of the possible to help them achieve transformative outcomes. Candidates with distinct proposition development skills and experience will be particularly well-suited for this role, bringing creativity to crafting compelling ways to differentiate Endava and win in the market.
• • You will become part of a strong, high-performing global alliances team that actively shares best practices across our entire partner ecosystem, fostering a collaborative environment where members inspire each other to achieve ambitious commercial goals. This role offers a unique opportunity to shape and execute global strategies, directly impacting Endava's market position and revenue growth.
• • **Strategic Partnership Development and Management:**
• • Define and execute global partner growth strategies that are meticulously aligned with Endava's core industry verticals.
• • Identify, prioritize, and strategically onboard high-value partners, driving significant growth across your assigned portfolio to achieve an annual revenue target of approximately £5 million per partner.
• • Develop comprehensive joint business plans with each partner, outlining clear, measurable pipeline and revenue targets.
• • Establish rigorous quarterly growth targets, diligently track influenced revenue, and manage the order book to ensure consistent progress.
• • **Go-to-Market Execution:**
• • Collaborate closely with Industry Managing Directors to seamlessly integrate Commercial Partners into vertical Go-to-Market (GTM) plans.
• • Define and launch targeted growth programs specifically focused on priority industries and key accounts.
• • Develop innovative, industry-specific propositions and accelerators that effectively leverage partner technology and Endava's unique capabilities.
• • Provide crucial support for strategic bids and pursuits by integrating partner innovation, available funding opportunities, and key differentiators into client proposals.
• • Work in tandem with Alliance Marketing to execute impactful joint campaigns, industry events, co-branded thought leadership initiatives, and compelling client case studies.
• • Foster cross-industry collaboration where ecosystem capabilities, such as Payments, Platforms, and Digital Experience, can act as horizontal enablers for broader client solutions.
• • Equip internal sales teams with essential resources, including battlecards, playbooks, and partner positioning materials, to enhance their effectiveness.
• • **Business Growth and Performance:**
• • Proactively lead and manage all growth programs for commercial partners globally, ensuring seamless operational connections between Endava leadership, sales teams, and their partner counterparts.
• • Act as an expert resource to support strategic deals, bringing cutting-edge partner innovation to our client teams and client executives.
• • Measure, monitor, and rigorously drive alliance revenue and order book targets, actively managing and supporting pipeline growth, and providing regular, insightful reporting to executive leadership.
• • Identify and pursue new opportunities for expansion across different industries and geographical regions.
• • Take full accountability for end-to-end partner success, overseeing enablement, training, and certification programs across sales, delivery, CTO, and strategic cloud and AI pods.
• • Partnering effectively with our global delivery locations will be paramount for maintaining and enhancing our certifications and competencies. Where necessary, you will also serve as the global point of contact for partner escalations, ensuring timely and effective resolution.
• • This role sits at the critical intersection of technology strategy, sales growth, global alliances, and client transformation. The ideal candidate will possess a unique blend of experience in driving global growth programs, demonstrating tenacity, and exhibiting strong executive leadership abilities.