Strategic Sales Manager

Summary

Join The Adaptavist Group as a Strategic Sales Manager and play a key role in managing the end-to-end sales process. You will work with various teams to define client solutions, guide proposal production, and manage clients throughout the sales cycle. This role involves engaging with potential enterprise clients to understand their needs, developing account strategies aligned with their business goals, and identifying appropriate Adaptavist resources. You will be responsible for managing your sales funnel, achieving sales targets, and addressing client needs. The position requires strong communication, negotiation, and consultative selling skills, along with a deep understanding of Adaptavist products and their integration with Atlassian products. The Adaptavist Group offers a flexible, remote-first work environment.

Requirements

• Have experience in technical consultancy - being able to work with a range of different software solutions to meet a customer’s needs
• Have 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
• Be comfortable working collaboratively both face-to-face and through online tools such as Zoom, Slack, Skype, etc
• Have highly developed skills around solution selling and experience of working in a pre-sales environment, as part of larger teams
• Be a strong relationship builder who establishes rapport with people easily and has strong communication skills with the ability to present effectively
• Be able to understand a prospect's challenges and can work with internal stakeholders to create a solution that meets their needs
• Have a proven ability to articulate the distinct aspects of products and services and position them against competitors
• Have experience in leading on expanding into new territories, and being able to manage a level of strategic planning and autonomy around this working with a remote business support team
• Understand 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
• Have fluent English and German communication skills

Responsibilities

• Listen and communicate openly, honestly, and respectfully with different audiences, promoting dialogue and building consensus
• Handle difficult on-the-spot questions (e.g., from senior executives, public officials, interest groups, or the media)
• Secure support for ideas or initiatives through high-impact communication to overcome resistance
• Establish, sustain and foster professional contacts to build, enhance and connect networks for work purposes
• Create 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
• Identify and develop business opportunities within assigned territory of Mid Market high growth and Enterprise Accounts
• Manage individual sales funnel and archive individual Sales targets
• Address the unidentified, underlying and long-term client needs
• Enhance client service delivery systems and processes
• Seek to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions
• Adjust strategies in negotiations, recognising when to compromise and when to seek a fresh perspective
• Manage own emotions when dealing with irrational counterparts or challenging relationships, taking a constructive approach that focuses on solutions
• Reach 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)
• Understand Adaptavist products and services and how they integrate with and improve Atlassian products
• Match product knowledge to the implicit needs of the customer
• Describe how Adaptavist's products/services can create a competitive advantage for the customer's business
• Use knowledge of alternative products/services to enable upselling
• Review Adaptavist products/service offerings on a continual basis in order to ensure quality

Benefits

• Flexible, remote-first way of working
• Family-friendly policies
• Flexible work environment