Client Partner - Insurance Industry 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

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. 

The Client Partner role at Endava is a senior leader within the Commercial organisation. They own the relationship with the client and the delivery organisation, ensuring alignment on goals, expectations, and deliverables. This role is responsible for managing and growing key client relationships, achieving significant revenue growth, and identifying new business opportunities. The Client Partner plays a critical role in maintaining and expanding these relationships through exceptional client experiences, continuous improvement, exemplary service delivery, and strategic foresight.

Responsibilities:

Client & Commercial Excellence

• Provide consulting leadership to clients on insurance digital transformation, ecosystem strategy and technology-led innovation.
• Serve as a subject matter expert in RFP responses, strategic workshops and product/platform evaluations.
• Grow existing partnerships year on year to achieve business revenue targets
• Strong consulting presence with C-level stakeholders across insurers and brokers.
• Experience shaping proposals, managing account growth and building long-term value-based partnerships.
• Develop and execute strategies to achieve 20%+ (or as agreed) revenue growth within the client portfolio.

Pipeline and Strategy Management

• Actively manage and develop a pipeline within accounts, aligned to a go-to-market strategy in collaboration with a Business Development Manager.
• Leverage business acumen to identify and capitalize on untapped growth opportunities within clients.

Client Engagement

• Dedicate over 50% of time to cultivating new business and relationships within clients, actively participating in promotional activities.
• Proactively leverage professional networks to generate new opportunities with existing clients, particularly within the Insurance domain
• Spend significant time face-to-face with clients, ensuring strong engagement and understanding of their needs.

Financial Management

• Accountable for revenue and profit forecasts and delivery.
• Delegate delivery responsibilities to relevant Delivery Managers while maintaining oversight. 
• For mature accounts, iteratively explore replacement pipelines to mitigate ramp-downs. 
• Ensure accurate financial forecasts, projections, and adjustments. 
• Manage and mitigate risks effectively, including succession planning. 
• Own P&L and meet agreed financial targets 

Strategic Planning and Execution 

• Ensure robust account growth planning aligned with client business needs, including strategies for significant renewals. 
• Drive continuous improvement and innovation in solutions, commercials, and positioning within the portfolio. 
• Focus on building industry expertise and credentials to enhance client engagement and service delivery. 

Operational Excellence 

• Ensure compliance with governance, business rules, and regulatory standards. 
• Embed critical initiatives and processes within the client portfolio to achieve strategic objectives. 
• Foster a culture of high performance and continuous improvement within the team.

Qualifications

Insurance Domain Expertise

• Deep knowledge of insurance value chains including underwriting, policy administration, claims, billing and distribution.
• Understanding of regulatory drivers and challenges in key insurance markets (e.g., APRA in Australia). 
• Experience working with or consulting for insurers across personal, commercial, life or reinsurance sectors.
• Strong appreciation of emerging trends like embedded insurance, generative AI in underwriting and claims, digital distribution, and core system modernization.
• Familiarity with insurtech ecosystems, legacy transformations and modern SaaS/PaaS offerings (e.g., Guidewire, Duck Creek, EIS, Majesco, Socotra).

Broader Experience

• Significant professional experience in client management or a similar role.
• Deep understanding of the Insurance domain.
• Proven track record of delivering 20%+ revenue growth across a client portfolio. 
• Extensive experience in developing and executing client strategies that drive business growth. 
• Demonstrated success in managing account P&L and achieving financial targets. 
• Experience in client engagement and building senior-level client relationships. 
• Proven ability to collaborate and influence across various levels of an organization. 
• Experience in strategic initiatives, transformation projects, or large-scale integrations is a plus. 
• Proficient in all client negotiation (investments / Master Service Agreements / thorny contract points) aligned with BDMs. 
• Acknowledged by clients as the primary trusted advisor and contractual authority.
• Deep expertise in client relationship management and strategic planning. 
• Exceptional leadership, negotiation, and relationship management abilities. 
• Strong business acumen and ability to identify and capitalize on growth opportunities. 
• Excellent communication skills, both written and verbal, with the ability to engage with senior stakeholders (C-level). 
• Proven ability to manage multiple priorities and work independently in a fast-paced environment. 
• Advanced problem-solving and decision-making capabilities under pressure. 
• In-depth understanding of industry trends, market dynamics, and financial analysis. 
• Commitment to continuous personal development and staying current with industry trends. 
• Demonstrated ability to influence change and drive organizational transformation. 
• Strong accountability for achieving results and maintaining high performance standards. 
• Proficiency in financial management, including P&L management, forecasting, and risk management. 
• Experience in driving continuous improvement and innovation in client solutions and service delivery.

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.

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.