Sr. Business Development Manager - Payments

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

The Commercial discipline is responsible for driving business growth, managing partnerships, and providing industry subject matter expertise and advisory to both clients and internal teams. This strategic and consultative team creates meaningful relationships with clients through their combined knowledge of IT services and industry trends and pain points. Members include business development staff of all levels, client partners, alliances and partnerships managers, industry advisors, and operational leads. 

As a Senior Business Development Manager at Endava, you will identify new clients, and introduce them to our capabilities and IT services. You'll guide these new customers through the entire sales cycle, offering solutions that allow them to achieve business goals through enterprise transformation of their IT environment. 

Responsibilities:

• Serve as the trusted advisor selling IT Professional Services to potential clients to showcase our exceptional capability and build long standing collaborative relationships.
• Drive new opportunities through a mix of new clients and existing clients (both new relationships and sales support of existing relationships).
• Identify potential target clients through lead generation strategies, cold calling, networking, referrals, and online research.
• Execute an end-to-end client sales cycle focused on the sales process from the acquisition of new clients to closing deals and driving revenue growth.
• Develop and maintain a robust pipeline of qualified leads and prospects by researching and contacting prospects in alignment with sales goals.
• Negotiate, manage, and close strategic new business deals.
• Achieve and exceed sales targets and objectives, consistently delivering revenue goals.
• Apply your deep knowledge of the industry, its technological landscape, and the complex challenges it faces to become the Subject Matter Expert (SME) on technology challenges within your vertical.
• Exceed your personal financial goals by growing your book-of-business, driving revenue growth, and achieving uncapped commission in our aggressive commission model.
• As a thought leader, you will have the opportunity to participate in speaking events, workshops, panels, and conferences to share your expertise and insights.
• Participate in external industry events.

Qualifications

• 8-10+ years of new business development experience focused on selling solutions and solving problems for clients in the payments industry.  Deep understanding of, or experience with selling nearshore / offshore IT Professional Service is a plus.
• Significant experience within the Payments industry, with a strong understanding of the industry technological trends and challenges. Payments focus areas include merchant services, card issuing, and enterprise money movement (e.g., instant payments, wire, ACH).
• Experience with multiple stakeholder types within the payments industry including payments networks, merchants, corporates, financial institutions, and other payments intermediaries (e.g., ISOs, PayFacs, fintechs).
• Experience with either payments acceptance (merchant, card) or business payments (b2b, b2c, c2b) a must; experience may be from within a bank (e.g., bank merchant services, bank treasury sales lead) or from other vendors (e.g., erp/ap/ar providers, merchant processors).
• An existing, warm network of contacts and/or previously customers in Payments.
• Experience leading strategic new business development initiatives to drive sales opportunities for large enterprise clients.
• Sales-driven professional with hunter-centric sales experience including prospecting, cold calling, qualifying leads, conducting sales presentations, negotiating, closing contracts, and building relationships.
• Strong ability to identify industry pain points to engage with and persuade VP or C-level decision-makers.
• Self-motivated and driven to achieve and exceed sales targets.
• Demonstrated track record of success in new business development, achieving £5M+ quota per year.
• Experience preparing and presenting proposals, business cases, and statements of work.
• Collaborative leader with proven ability to work across a mix of stakeholders at a client, as well as internally to optimize to drive client sales success.

Additional Requirements:

• Travel is an integral part of a this role and the individual will need to travel locally, within country, and internationally as needed to perform the role (they should have a valid passport/driving license and be prepared to travel during working hours as needed by the company).
• Work-related tradeshows or live events may require the individual to occasionally lift 25 pounds.

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.

Additional Employee Requirements  

• Participation in both internal meetings and external meetings via video calls, as necessary. 
• Ability to go into corporate or client offices to work onsite, as necessary. 
• Prolonged periods of remaining stationary at a desk and working on a computer, as necessary. 
• Ability to bend, kneel, crouch, and reach overhead, as necessary. 
• Hand-eye coordination necessary to operate computers and various pieces of office equipment, as necessary. 
• Vision abilities including close vision, toleration of fluorescent lighting, and adjusting focus, as necessary. 
• For positions that require business travel and/or event attendance, ability to lift 25 lbs, as necessary. 
• For positions that require business travel and/or event attendance, a valid driver’s license, as necessary. 

*If requested, reasonable accommodations will be made to enable employees requiring accommodations to perform the essential functions of their jobs, absent undue hardship.   

USA Benefits 

• Robust healthcare and benefits including Medical, Dental, vision, Disability coverage, and various other benefit options  
• Flexible Spending Accounts (Medical, Transit, and Dependent Care)  
• Employer Paid Life Insurance and AD&D Coverages  
• Health Savings account paired with our low-cost High Deductible Medical Plan  
• 401(k) Safe Harbor Retirement plan with employer match with immediately vest   

Our diversity makes us stronger - it drives meaningful change and enables us to build innovative technology solutions. We are committed to creating an inclusive community where all of us, regardless of background, identity, or personal characteristics, feels valued, respected, and free from discrimination. As an equal opportunity employer, we welcome applications from all individuals and base hiring decisions on merit, skills, qualifications, and potential.