Senior Business Development Representative - Banking, Financial Services and Insurance

Endava at a Glance

Endava is reimagining the relationship between people and technology. 

We have helped some of the world’s leading Payments, Financial Services, Telecommunications, Media, Technology, Consumer Products, Retail, Mobility, and Healthcare companies accelerate their ability to take advantage of new business models and market opportunities. By ideating and delivering dynamic platforms and intelligent digital experiences, we help our clients fuel the rapid, ongoing transformation of their business. 

By leveraging next-generation technologies, our agile, multi-disciplinary teams provide a combination of Product & Technology Strategies, Intelligent Experiences, and World Class Engineering to help our clients become more engaging, responsive, and efficient. 

Endava has 12,063 people as of June 30, 2023, in locations in the European Union: Austria, Bulgaria, Croatia, Denmark, Germany, Ireland, Netherlands, Poland, Romania, Slovenia and Sweden; Non-EU Europe: Bosnia & Herzegovina, Moldova, North Macedonia, Serbia, Switzerland and the United Kingdom; North America: Canada and the United States; Latin America: Argentina, Colombia, Mexico and Uruguay; Asia Pacific: Australia, Malaysia, Singapore and Vietnam; and the Middle East: United Arab Emirates. 

Along with investing in long-term customer relationships, Endava recognises the importance of providing rewarding and challenging careers for our people and, by doing so, has established itself as the employer of choice in certain regions. 

We are seeking a driven and aspiring sales professional to join our APAC Sales and Marketing (SAM) team as a Senior Business Development Representative. You will play a pivotal role in actively engaging with new and existing clients to generate leads and secure long-term relationships to drive revenue growth for our Banking, Financial Services and Insurance Industry Verticals. This will be achieved by collaborating with senior sales executives to successfully articulate Endava’s value proposition.

Alongside the guidance and support of SAM leadership, you will gain access to the SAM Academy, designed to nurture junior to mid-level Business Development professionals towards a successful sales career at Endava! As the SAM Academy has been instrumental in the growth of Endava across all regions, we are continually investing in the team to support the development and growth of our people.

We are currently considering applications from Sydney, Australia for this permanent position. Furthermore, we offer a hybrid working model that allows you to maintain a flexible and healthy work-life balance.

Responsibilities:

• 50% of your time will involve prospecting in new and existing accounts, under the direction of the industry vertical sales leads. This includes:
• Managing client calls autonomously, asking fact-finding questions to understand business needs, and defining clear next steps.
• Organising and planning specific targeted outreach within the industry verticals.
• Setting sales strategies at both the client and opportunity level.
• Participating in events with a well-defined short elevator pitch that segways into a natural business direction.
• Accountability for personal sales numbers, pipeline forecasts, and personal development.
• Researching prospects, leveraging LinkedIn and other prospecting tools, and defining key opportunities in the account.
• Growing your network of client prospects, and establishing relationships with those contacts, including C-level executives.
• Building brand awareness of Endava through various channels.
• Shaping and directing conversations depending on the intent of action (MQLs, Partner initiatives, post-event follow-up, introductions, etc.)
• Meeting an expected number of new/existing client engagements within the industry verticals and helping the sales team meet FY targets.
• 30% of your time will involve developing personal sales skills, subject matter expertise, and personal networks. This includes:
• A thorough understanding of the industry and the key industry themes, as well as sub-vertical themes and pain points.
• Directly connecting industry challenges to appropriate customer success stories and/or Endava offering
• Showing signs of being an SME within your verticals. Community and LinkedIn presence, able to share thoughts internally and shape new thinking within the verticals.
• 20% of your time will involve supporting senior sales executives with client engagement, proposal build, and operational tasks. This includes:
• A thorough understanding of Endava’s internal business-winning systems and sales tools. Clearly defining approach and next actions to sales executives.
• Participating in client growth model conversations and go-to-market messaging.

Qualifications:

• 1-3+ years of new business development, sales prospecting, cold-calling, and/or lead generation experience, ideally focused on selling offshore/nearshore IT Professional Services. 
• A proactive sales mentality for prospecting, cold calling, qualifying leads, conducting sales presentations, negotiating, and closing contracts, building relationships, and exceeding targets and goals.  
• Strong written and verbal communication skills, with the ability to engage with C-level decision-makers. 
• Self-motivated and driven to achieve and exceed sales targets. 
• Bachelor’s Degree from an accredited university is preferred but not required.  

What we offer you  

You won’t have all the skills above - no one does. But we will help you fill in the gaps through training, mentoring and working on great projects with small and large teams. 

You will be working with some of the brightest people in business and technology on challenging and rewarding projects. Endava prides itself on growing a international environment that encourages the professional and cultural exchange of ideas and continued individual development.

Benefits 

- Financial benefits include a competitive remuneration package, sales commission scheme and our share success plan. 

- Work-life balance is supported through a hybrid working model, flexible working hours and 20 days of remote work per year. 

- An inclusive parental leave policy that supports 12 weeks of primary carers leave and 4 weeks of secondary carers leave. 

- Recognition of length of service through an additional day of leave after year 3, 4 and 5 with a maximum of 3 extra days per year. 

- Learning and development opportunities to support professional growth: SAM Academy, Endava University, Pass IT - On guilds, training, coaching, conferences, certifications, global online learning platforms subscriptions, access to our Endava library and more. 

- A monthly lifestyle allowance and access to well-being resources including EAP, Calm App, Sworkit App and more. 

- In-person and online team-building events and activities that bring our people together. 

- Welcoming office spaces with access to fully stocked pantries and amenities. 

- Values-based recognition awards including Zone Awards, E-Thank You’s and Pin Awards. 

Endava is an Equal Opportunity Employer. Endava does not discriminate based on race, religion, colour, sex, gender identity, sexual orientation, age, non-disqualifying physical or mental disability, national origin, veteran status or any other status protected under federal, state, or local law. All employment is decided based on qualifications, merit, and business need.