Strategic Sales Manager, The Adaptavist Group
DACH
Digital transformation technology provider
Be an early applicant
Digital transformation technology provider
1001+ employees
Be an early applicant
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
- 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 environment with a focus on winning net new Enterprise customers, including influencing and negotiating with C-suite executives
- Comfortable working collaboratively both face-to-face and through online tools such as Zoom, Slack, Skype, etc
- Has highly developed skills around solution selling and experience of working in a pre-sales environment, as part of larger teams
- A strong relationship builder who establishes rapport with people easily and has strong communication skills with the ability to present effectively
- Can understand a prospect's challenges and can work with internal stakeholders to create a solution that meets their needs
- Proven ability to articulate the distinct aspects of products and services and position them against competitors
- Experience leading expansion into new territories and managing a level of strategic planning and autonomy around this, working with a remote business support team
- Understands the specific needs within a sales process, including forecasting and opportunity progression, with the ability to own, manage, orchestrate, and execute strategic plans for assigned enterprise accounts
- Have managed a complex software sales cycle from start to finish
- Has extensive experience in Sales, SaaS, and Services
- Fluent English and German communication skills
Desirable
- 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 with 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
What the job involves
- 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
- 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
- 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)
- 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
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
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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