Sales Specialist, The Adaptavist Group
UK & Ireland, Work & Service Management
More information about location
Digital transformation technology provider
Posted today
Digital transformation technology provider
1001+ employees
Posted today
More information about location
1001+ employees
Company mission
To deliver innovative software, tailored solutions, and quality services across some of the world’s most trusted technology ecosystems.
Role
Who you are
- This role requires a deep understanding of organisational operating models, service delivery frameworks and business process transformation
- Proven experience selling enterprise software, consulting or transformation solutions
- Strong knowledge of IT Service Management (ITSM) and Enterprise Service Management (ESM)
- Experience leading executive-level discovery conversations and customer workshops
- Ability to build business cases, value propositions and transformation roadmaps
- Demonstrable experience managing complex enterprise sales cycles
- Experience applying structured sales methodologies such as MEDDPICC
- Strong commercial negotiation, stakeholder management and influencing skills
- Experience working with partner ecosystems and co-sell motions
- Excellent presentation and communication skills with both technical and business audiences
- If you’re passionate about this role and keen to learn and grow with us, we encourage you to apply, even if you don’t have everything that's listed just yet
Desirable
- Experience with Atlassian solutions and ecosystem partners
- Knowledge of Work Management, Workflow Automation and AI-enabled Operations
- Experience supporting cloud migration or cloud transformation programmes
- Background in management consulting, transformation consulting or service management disciplines
- Understanding of enterprise operating model design and organisational change initiatives
What the job involves
- The Sales Specialist – Service Management & Work Management is responsible for helping customers transform how work is coordinated, services are delivered, and organisations operate at scale
- This role acts as a specialist advisor focused on Enterprise Service Management, Work Management, Workflow Automation, AI-enabled Operations and Atlassian Cloud transformation
- The Sales Specialists work alongside Strategic Account Managers and partner teams to identify opportunities, shape customer transformation programmes and lead complex specialist engagements
- A successful Sales Specialist is recognised as a trusted advisor in service and operational transformation, helping customers modernise service delivery, improve organisational productivity, accelerate cloud adoption and unlock measurable business outcomes
- Specialist Pipeline Generation & Market Development:
- Create and develop a specialist sales pipeline aligned to service management, work management and operational transformation initiatives
- Identify, qualify and pursue opportunities across IT Service Management (ITSM), Enterprise Service Management (ESM), Work Management, Workflow Automation, AI-assisted Operations, Atlassian Cloud Transformation and Business Process Optimisation
- Develop customer-specific hypotheses, transformation opportunities and executive points of view that align business challenges with strategic outcomes
- Build and execute territory and account plans that drive sustainable pipeline growth and specialist revenue opportunities
- Collaborate with Strategic Account Managers and Partner Managers to uncover opportunities within existing and prospective customers
- Customer Advisory & Transformation Consulting:
- Engage with CIOs, COOs, Service Leaders, Transformation Leaders and other executive stakeholders to understand organisational priorities and challenges
- Lead discovery workshops, value assessments and maturity assessments to identify opportunities for operational improvement and service transformation
- Analyse customer operating models, service delivery processes and organisational bottlenecks to uncover improvement opportunities
- Develop business cases, transformation roadmaps and outcome-based recommendations that support customer decision-making
- Act as a trusted advisor, helping customers modernise service delivery, improve organisational productivity and accelerate digital transformation initiatives
- Opportunity Leadership & Sales Execution:
- Own specialist sales opportunities from qualification through to successful closure
- Apply MEDDPICC qualification methodology to ensure opportunity quality, forecasting accuracy and deal progression
- Lead complex sales engagements involving multiple stakeholders, business units and technical requirements
- Build compelling commercial proposals, transformation propositions and value-based business cases
- Coordinate internal resources, including Strategic Account Management, Pre-sales, Delivery and Practice teams to create winning customer solutions
- Conduct commercial negotiations and support contract discussions to achieve successful customer outcomes
- Partner Ecosystem Development:
- Develop strategic relationships with Atlassian and broader ecosystem partners to drive joint pipeline creation and revenue growth
- Execute co-sell motions and identify partner-led opportunities within target markets
- Collaborate on joint go-to-market initiatives, campaigns and customer engagement strategies
- Establish strong relationships with partner sales, solution engineering and leadership teams to maximise market impact
- Thought Leadership & Market Presence:
- Maintain deep expertise in Service Management, Enterprise Service Management, Work Management, Workflow Automation, AI-enabled Operations and Cloud Transformation
- Act as a recognised subject matter expert and trusted voice within customer engagements and industry discussions
- Support customer events, executive briefings, webinars and industry forums
- Develop market-facing insights, thought leadership content and points of view that position the organisation as a leader in operational transformation
- Stay current with emerging industry trends, competitive developments and evolving customer challenges
Our take
The Adaptavist Group is a leading player in the Atlassian ecosystem, which provides software for software developers. Adaptavist helps companies develop modern, adaptive approaches to development, deployment, and application lifecycle management to augment the Atlassian experience.
Back in the mid-noughties, The Adaptavist Group firmly established itself as a key player in helping companies utilise Atlassian's industry-leading tools. Adaptavist has subsequently developed similar optimisation products and tools for Amazon Web Services, GitHub and Monday, as well as consultancy services for companies wanting to maximise their use of these platforms. Adaptavist’s reach is global, and it was named Atlassian's Partner of the Year 2024. It services over 75% of the Fortune 500.
The Adaptavist Group is leveraging the global boom in software development. Its strategic expansion into the growing DevSecOps market, for example, through partnering with Sonatype, sees it unlock involvement in an industry that reached a $6.5 billion valuation by 2025. With this expansionist approach, The Adaptavist Group has aligned many leading brands under its umbrella and has been consistent in its launch of tools. Its reputation as a leading industry player propels a dynamic and hugely lucrative upward trajectory.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Employee endorsements
Autonomy
"Autonomy is one of the core Adaptavist values. We are all treated as responsible adults from day one and continuously demonstrate that placing trust..."
Company benefits
- Flexible working, suit your personal needs while maintaining your job responsibilities
- Enhanced parental leave - 26 weeks at full pay for birthing partners, and 13 weeks at full pay for non-birthing partners
- Employee donation scheme with AdaptaKind, making an impactful change in the world through company-matched charitable giving, fundraising and volunteering
- Online streaming service - Whether you're a Disney fanatic, an Audible enthusiast or a Netflix nut, there should be something for all!
- Calm app subscription. Calm is the number 1 app for sleep, meditation and relaxation
- Extended leave for adoption, IVF, surrogacy, elective egg freezing, and women's health needs such as menopause, menstruation, endometriosis, and PCOS
- Aviva pension scheme with company's contribution up to 5% on your basic pay
- Private medical insurance with BUPA inclusive of dental and mental health care benefit
- Employee assistance programme to support personal issues like health, family, money, work and most importantly, you!
- Eyecare vouchers for free eyes test from day one onwards
- Unum income protection scheme covering up to 60% of your monthly salary (plus pension contributions) after 26-weeks of disability
- Unum life assurance, paying a death in service benefit of a multiple of your base annual salary
- Adaptavist rewards - save and receive cashback whilst you spend with our rewards system
- Unlimited holiday! That's right, there's no cap on the number of days that you can request off in our holiday year
- Green Commute Initiative, cycle to work scheme allows you to get a brand new bike and safety equipment for your commute to work, all of which is tax free
Company values
- Trust from day one - At The Adaptavist Group, trust is at the core of everything we do. We believe in our team's ability to work flexibly from anywhere, and we deeply value the trust that forms the foundation of our relationships with clients. Our commitment to privacy and security is unwavering, ensuring that we create a safe and supportive environment for everyone
- Teamwork - We admire individual talent, but we believe it’s even more powerful when combined with teamwork. With a global team of over 1,000 people, we know that every single person at The Adaptavist Group plays a vital role, and that nothing we accomplish happens in isolation
- Pragmatism - We value being practical, confident, and flexible over being rigid or stuck in our ways. Trust is key to how we work—we don't rely on strict rules or processes, but focus on what matters: achieving great results and getting the job done well
- Humility - We’re proud of what we do, but we stay grounded and let our work speak for itself. We approach everything with quiet confidence and, when we make mistakes, we own them and see them as chances to learn and grow
- Curiosity - We know we don’t have all the answers, and we understand there’s more than one way to get things done. We’re always open to fresh ideas and welcome the changes they might bring. Curiosity and a passion for innovation have fuelled our growth
Company HQ
London, UK
Leadership
Worked as a Senior Security Consultant for Barclaycard, and was Director of WTG. First joined Adaptavist as a Board Advisor, and was made CEO in 2010.
People progressing
Reece joined TAG as an Associate Software Engineer in May 2019. Within 5 months, they advanced to Software Engineer, then to Senior in under two years, and by September 2024, became Staff Engineer.
Sarah joined TAG as a Project Manager in 2017 in the Toronto office. They found their true calling in Sales and made an internal move a couple of years later and have since advanced to become a Strategic Sales Executive.
Rodrigo initially worked with TAG as a Contractor before joining the UK team permanently as a Commercial Operations Analyst. Since then, they moved to the Madrid office as a Business Operations Manager.
Diversity, Equity & Inclusion at The Adaptavist Group
Emma Weston (Head of People Experience)
- We know that, historically, the tech sector has felt out of reach or even unwelcoming to many people. At The Adaptavist Group, we're committed to changing that. It's our people who make our success, and we believe that a diverse community—one where everyone feels respected, included, and valued—makes us stronger, more innovative, and more creative as a whole.
- We have created an environment that accommodates and supports people from all backgrounds, offering flexible ways of working and workplace benefits that are genuinely helpful, as well as keeping an open dialogue and welcoming feedback on these topics.
- Whether you've worked in tech for your whole career or this is a brand new direction for you, your experience and skills are valuable to us. We need fresh perspectives, forward thinkers, and problem solvers. We see the whole person, and we hire people who we believe will make a positive contribution to our community.
- We welcome applications from people of all backgrounds, and particularly those who are often underrepresented in our industry, such as women and people of colour.
- We want to level the playing field for all those that interview with us. That's why we have created guidance on our careers page on what to expect as part of our interview process, typical questions we may ask you, and when and where to use AI as part of your application.
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