The Growth discipline is responsible for driving business growth, shaping strategic opportunities, building trusted client relationships, and creating compelling propositions that connect client needs with Endava’s capabilities. This strategic and consultative team brings together client partners, sales leads, business development specialists, industry advisors, solution experts, alliances teams, and operational leaders to identify, shape, and convert opportunities for growth.

This is a senior commercial role focused on monetising opportunities across both existing client relationships and new business pursuits within Retail, CPG, and Automotive. This is not a traditional lead-generation role, nor is it a conventional account ownership role. Instead, it acts as the driving force behind high-quality pitches, proposals, and strategic client responses, helping Endava turn opportunities into compelling, differentiated, and commercially viable propositions.

The role sits at the intersection of strategy, sales, storytelling, solution shaping, and AI-enabled commercial execution. It will form part of a team of similar commercial specialists, working alongside industry subject matter experts across Retail, CPG, and Automotive. Together, this team will help identify client needs, shape propositions, and build responses that improve Endava’s probability of winning strategic opportunities.

This person will work closely with Client Partners, Business Development Managers, industry teams, delivery leaders, and subject matter experts to define the real client need, shape the opportunity, craft the narrative, and build responses that are distinctive, relevant, credible, and outcome-led.

The role requires strong commercial judgement, strategic thinking, senior client presence, and excellent written and verbal communication skills. You will help clients and internal teams move beyond the stated brief to identify the “brief behind the brief”, ensuring Endava’s responses are tailored to the client’s business context, decision criteria, stakeholder priorities, and commercial objectives.

You will be expected to fully embrace AI as part of the sales and pursuit process, using AI tools to accelerate research, sharpen thinking, strengthen narratives, improve proposal quality, and increase the efficiency and effectiveness of commercial activity. They should be confident experimenting with AI, applying critical judgement to its outputs, and acting as an advocate for responsible, high-value AI adoption across the sales cycle.

Responsibilities

Opportunity Shaping and Commercial Strategy

• Work with Client Partners, Business Development Managers, Industey SMEs & Delivery teams to identify, qualify, shape, and monetise strategic opportunities across new and existing clients in Retail, CPG, and Automotive.
• Bring significant experience in commercial, growth, sales, strategy, consulting, client development, or pursuit leadership, with a proven ability to shape and convert complex client opportunities.
• Act as a senior commercial partner in opportunity development, helping teams move from early client conversations through to compelling propositions and winning responses.
• Interrogate client briefs, challenges, and business contexts to identify the underlying commercial, operational, customer, or technology problem that needs to be solved.
• Translate ambiguous or broad client needs into clear opportunity hypotheses, value propositions, win themes, and response strategies.
• Apply strong commercial acumen to understand value drivers, buying motivations, commercial models, opportunity economics, and the conditions required to win.
• Bring a strong commercial lens to opportunities, ensuring responses are not only creative and strategically sound but also commercially viable, deliverable, and aligned to Endava’s growth objectives.
• Draw on experience in technology services, digital transformation, consulting, professional services, or a related sector to shape commercially credible opportunities.

Pitch and Proposal Leadership

• Lead the development of compelling pitches, proposals, RFP responses, and strategic client presentations across Retail, CPG, and Automotive opportunities.
• Bring a strong track record of leading or materially contributing to successful pitches, proposals, RFP responses, and strategic client pursuits ranging from £500k to over £10m+.
• Own the narrative architecture of major responses, ensuring each pitch tells a clear, differentiated, and persuasive story.
• Define the response strategy, including positioning, win themes, client value, proof points, solution narrative, and commercial rationale.
• Work with SMEs, delivery leaders, industry experts, designers, technologists, and commercial teams to gather the right inputs and shape them into a coherent, client-ready response.
• Ensure proposals are tailored to the client’s business context, strategic priorities, decision criteria, stakeholder motivations, and commercial objectives.
• Apply excellent written communication skills to craft clear, persuasive, and differentiated client-facing narratives.
• Raise the quality, consistency, and impact of Endava’s commercial responses, helping teams move beyond generic capability-led proposals towards outcome-led, insight-driven propositions.
• Maintain high standards of quality, attention to detail, and ownership in all client-facing materials.

Client Engagement and Strategic Discovery

• Support senior client conversations where there is a need to shape, clarify, or advance an opportunity.
• Work with clients to understand their stated and unstated needs, challenge assumptions, and help define the real problem to be solved.
• Bring credibility with senior stakeholders by combining strategic perspective, commercial understanding, and the ability to connect business challenges with technology-enabled outcomes.
• Use strong presentation and facilitation skills to support client workshops, discovery sessions, pitch meetings, rehearsals, and commercial conversations.
• Help teams prepare for client engagements by clarifying objectives, shaping the discussion, developing key messages, and aligning stakeholders around the desired outcome.
• Use insight, questioning, and synthesis to uncover the “brief behind the brief” and convert it into a stronger commercial proposition.
• Operate effectively in ambiguous situations, bringing structure and clarity to complex or poorly defined opportunities.

Cross-functional Collaboration

• Operate as part of a wider team of Growth Leads and commercial specialists, working alongside Retail, CPG, and Automotive industry SMEs to shape and convert strategic opportunities.
• Orchestrate input from the wider Endava business to build high-quality responses at pace.
• Identify the right SMEs to involve at each stage of an opportunity and ensure their expertise is translated into clear client value.
• Create alignment across stakeholders where opportunities are complex, ambiguous, or strategically important.
• Influence senior stakeholders across sales, delivery, technology, operations, and industry teams to build momentum and improve the quality of commercial responses.
• Act as a connective force across commercial, strategy, delivery, and technology teams, ensuring everyone is working towards a clear win strategy.
• Work comfortably with subject matter experts, translating specialist input into compelling client value without losing technical credibility or commercial focus.

Storytelling, Differentiation, and Value Proposition Development

• Craft clear, compelling, and distinctive narratives that position Endava effectively against client needs and competitor alternatives.
• Turn complex technical, operational, and commercial information into accessible, persuasive, and senior-client-ready messaging.
• Develop value propositions that articulate why Endava, why now, and why this approach.
• Use market context, industry insight, client understanding, and Endava credentials to create responses that feel specific, relevant, and differentiated.
• Apply strong strategic thinking to move between client context, market dynamics, business outcomes, technology solutions, and commercial implications.
• Bring understanding of industry trends, market dynamics, and the commercial drivers behind transformation agendas in Retail, CPG, Automotive, and adjacent consumer-facing industries.
• Use experience in digital transformation, technology consulting, software engineering, customer experience, data, AI, cloud, or platform modernisation to strengthen the relevance and credibility of Endava’s propositions.
• Continuously improve the way Endava presents its capabilities, credentials, case studies, and strategic points of view in Retail, CPG, and Automotive growth opportunities.

AI-enabled Sales and Pursuit Excellence

• Use AI tools confidently and effectively throughout the sales cycle, from client and market research through to opportunity shaping, proposal development, pitch preparation, and post-pursuit learning.
• Act as an evangelist for AI-enabled commercial excellence, helping teams understand where AI can improve quality, speed, insight, creativity, and consistency in sales and pursuit activity.
• Apply strong critical thinking to AI-generated outputs, ensuring all content is accurate, relevant, differentiated, client-specific, and commercially sound.
• Use AI to help synthesise complex information, identify sharper insights, test propositions, develop narratives, improve messaging, and strengthen client-facing materials.
• Encourage responsible and effective use of AI across cross-functional pursuit teams, ensuring AI augments expert judgement rather than replacing it.
• Help others adopt AI-enabled ways of working across the sales cycle while maintaining high standards of accuracy, relevance, quality, and commercial judgement.
• Continuously explore new ways to use AI to improve Endava’s sales effectiveness, proposal quality, insight generation, storytelling, and commercial productivity.

Commercial Excellence and Win Discipline

• Contribute to stronger qualification, pursuit strategy, and bid discipline across the commercial organisation.
• Help teams focus effort on the right opportunities and ensure pursuit activity is aligned to commercial priorities.
• Bring structure, pace, and quality control to complex proposals and pitches.
• Manage multiple opportunities and deadlines in a fast-paced commercial environment without compromising quality or strategic focus.
• Support post-pitch reflection and continuous improvement, helping capture lessons learned and improve future win rates.
• Contribute to the development of reusable assets, frameworks, messaging, and proposal approaches that improve commercial effectiveness over time.

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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.

At Endava, we’re committed to creating an open, inclusive, and respectful environment where everyone feels safe, valued, and empowered to be their best. We welcome applications from people of all backgrounds, experiences, and perspectives—because we know that inclusive teams help us deliver smarter, more innovative solutions for our customers. Hiring decisions are based on merit, skills, qualifications, and potential. If you need adjustments or support during the recruitment process, please let us know.