Regional Sales Manager

Summary

Join Adaptavist as a Regional Sales Manager and lead a geographically dispersed team, exceeding sales targets, and coaching team members. You will be responsible for developing and executing enterprise account strategies, identifying Adaptavist solutions, and collaborating with various teams. This player/coach role requires proven sales success in a consultative B2B environment, experience managing teams, and strong communication skills. You will oversee the sales pipeline, forecast sales, and ensure adherence to the sales process. Adaptavist offers a supportive and inclusive work environment with various benefits.

Requirements

• Experience of managing a team and an interest in helping and inspiring colleagues
• Experience in technical consultancy - being able to work with a range of different software solutions to meet a customer’s needs
• Proven sales success within a consultative B2B sales with a focus on winning net new Enterprise customers, including influencing and negotiating with C-suite executives
• Proven track record of motivating a team in achieving sales targets
• Comfortable working collaboratively both face to face and through online tools such as Zoom, Slack, Hubspot / Salesforce, etc
• Has a highly developed skills around solution selling and experience of working in a pre-sales environment, as part of larger teams
• Excellent professional written and verbal communication and interpersonal skills
• Proven ability to articulate the distinct aspects of products and services and position them against competitors
• Experience in leading on expanding into new territories based on company leadership growth plans, and able to manage a level of strategic planning and autonomy around this working with a remote business support team
• Understands of the specific needs within a Sales Process, around forecasting and opportunity progression with the ability to own, manage, orchestrate and execute strategic account plans for assigned Enterprise accounts
• Have managed a complex software sales cycle from start to finish
• Has extensive experience in Sales SAAS and Services Experience

Responsibilities

• Own and achieve/exceed regional sales team targets
• Be part of the governance process
• Coach and provide support for the individual team members
• Provide effective leadership
• Oversee by the sales teams adherence to the sales process
• Collate, manage and understand the sales pipeline driving continuous improvement of accuracy
• Identify the need to hire in pursuit of attaining goals and managing
• Leading and managing a new business sales team with varying levels of experience
• Coach and develop the sales team collectively and individually
• Ensure that the team understands, follows and executes the sales process (from cold outreach to closing deals)
• Support talent management within the team, encouraging personal and career growth within the sales team and in other roles across Adaptavist
• Collaborate with L&D on the development, iteration and roll out of sales learning strategy and deployment
• Drive the growth of the sales team to support Adaptavist’s needs through recruitment and career development
• Communicates company and team goals, safety practices, and deadlines to the team
• Motivates team members and assesses performance through the use of regular 1:1s, competency reviews and personal and team objectives
• Provides help to management, including hiring and training, and keeps management updated on team performance
• Supports staff in taking independent action, providing coaching and mentoring along the way
• Listening and communicating openly, honestly, and respectfully with different other business functions and partners, promoting dialogue and building consensus
• Ability to creatively solve problems and “think on your feet”
• Secures support for ideas or initiatives through high-impact communication in order to overcome resistance
• Establishing, sustaining and fostering professional contacts to build, enhance and connect networks for work purposes
• Evaluates current network for effectiveness, sufficiency/inclusivity and relevance to achieving Adaptavist’s strategic objectives
• Leverages contacts to expand each other’s networks
• Seeks to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions
• Identifies and develops business opportunities within assigned territory of Mid Market high growth, Enterprise and Strategic Accounts and guides sellers to successfully manage those accounts in territory
• Overseas the team sales pipeline and forecasts to management
• Provides service excellence to internal and/or external clients
• Enhances client service delivery systems and processes
• Adjusts strategies in negotiations, recognizing when to compromise and when to seek a fresh perspective
• 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)
• Uses a wide range of negotiation strategies and tactics as the situation unfolds
• Understanding Adaptavist products and services and how they integrate with and improve the customer experience for those ISV products Adaptavist resells
• 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

Preferred Qualifications

• Experience within a fast-paced, fast-growth Tech start-up environment
• Have an understanding of the products and services the company provides, the opportunities it has to grow its business and of the industry it operates in
• Experience of the Atlassian toolset, in particular, Jira and Confluence is beneficial
• A good mix of both startup and 'big brand’ software company sales experience
• Proven track record of achieving sales targets - juggling multiple deals at once
• Proven experience in complex software sales to large corporations

Benefits

• Family-friendly policies
• Flexible work environment