Strategic Sales Manager - DACH (f/m/d)

Company Description

Working at The Adaptavist Group

The Adaptavist Group is a global family of companies with a common goal. We combine the best of teamwork, technology, and processes, helping all kinds of businesses be better today and tomorrow.

We are experts at delivering enterprise software, tailored solutions, and quality services across some of the world’s most trusted technology ecosystems, including Atlassian, AWS, Slack, GitLab, monday.com and Aha!

We make change happen. From anywhere.

What we offer you

We offer a very generous holiday (PTO) allowance, trusting you to take vacation time that suits your personal life, alongside flexible working hours that empower you to work when it best fits you and your team. We provide MacBooks to all employees and additional support for fully remote workers to set up their home offices.

Our exceptional Time Away Policy includes 26 weeks of fully paid leave for birthing parents, 13 weeks for non-birthing parents, and extended leave for adoption, IVF, surrogacy, elective egg freezing, and women's health needs such as menopause, menstruation, endometriosis, and PCOS.

Our trusting, flexible, remote-first way of working means that work can fit around your life, rather than your life fitting around work.

Read our full list of benefits

Job Description

About the role

The Strategic Sales Manager will play a key role in managing the Adaptavist Sales Process end-to-end. This role will work with various teams across the business to define solutions for our clients, guide the production of proposals that oversee our commercial approach and solution offering, and manage the client through the Adaptavist Sales Process.

The Strategic Sales Manager's role is to engage with potential Enterprise clients to understand their primary needs and drivers. You will develop and execute an enterprise account strategy aligned with the customer's business goals, generate and develop business growth opportunities, and identify appropriate Adaptavist resources, services, and products to resolve them.

What you'll be doing

Communication, Networking, Impact and Influence

• Listening and communicating openly, honestly, and respectfully with different audiences, promoting dialogue and building consensus.
• Handles difficult on-the-spot questions (e.g., from senior executives, public officials, interest groups, or the media).
• Secures support for ideas or initiatives through high-impact communication to overcome resistance.
• Establishing, sustaining and fostering professional contacts to build, enhance and connect networks for work purposes.
• Creates opportunities to initiate new connections (including partnerships) that will facilitate the achievement of strategic goals.
• Evaluate the current network for effectiveness, sufficiency/inclusivity and relevance to achieving Adaptavist's strategic objectives.

Client Focus, Consultative Selling Process, Customer Relationship Management and Negotiation

• Identifies and develops business opportunities within assigned territory of Mid Market high-growth and Enterprise Accounts.
• Manages individual sales funnel and archives individual Sales targets.
• Addresses the unidentified, underlying and long-term client needs.
• Enhances client service delivery systems and processes.
• Seeks to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions.
• Adjusts strategies in negotiations, recognising when to compromise and when to seek a fresh perspective.
• Manages own emotions when dealing with irrational counterparts or challenging relationships, taking a constructive approach that focuses on solutions.
• Reaches mutually acceptable solutions in complex, formal negotiations (e.g. negotiates highly complex, multi-year contracts; negotiates/mediates in situations where the positions of the parties are ambiguous or keep shifting).

Product Knowledge

• Understanding Adaptavist products and services and how they integrate with and improve Atlassian products.
• Matches product knowledge to the implicit needs of the customer.
• Describes how Adaptavist's products/services can create a competitive advantage for the customer's business.
• Uses knowledge of alternative products/services to enable upselling.
• Reviews Adaptavist products/service offerings on a continual basis in order to ensure quality.

Qualifications

What we're looking for

• Experience in technical consultancy - being able to work