Adaptavist Business Development Strategic Account Director - DevOps & DevEx (APAC) Singapore , Singapore

The Adaptavist Group; Kuala Lumpur; On-site; MYR 300,000 - 600,000; Full time

Job summary

The Adaptavist Group in Malaysia seeks a Strategic Account Director to lead a portfolio of globally significant enterprise customers, driving multi-year growth and deep executive engagement. You will orchestrate virtual teams across Sales, Presales, Delivery and Customer Success to expand wallet share and deliver transformational outcomes.

You will build customer-centric value stories, apply MEDDPICC discipline, and pursue whitespace opportunities across geographies to generate sustained account

Qualifications

• Proven track record leading strategic enterprise accounts.
• Ability to build multi-year growth strategies and executive relationships.
• Experience coordinating cross-functional teams to drive account expansion.

Responsibilities

• Own and manage a portfolio of strategic enterprise accounts across APAC.
• Develop multi-year growth plans and position Adaptavist as transformation partner.
• Lead cross-functional teams across Sales, Presales, Delivery and Customer Success.
• Identify whitespace opportunities and build compelling business cases anchored in outcomes.

Skills

Strategic leadership

Executive relationships

Account growth

Multi-stakeholder coordination

Negotiation

Opportunity discovery

Tools

MEDDPICC

Job description

Strategic Account Director - DevOps & DevEx (APAC)

• Full-time
• Job Field: Business Development
• Candidate Location: Malaysia

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 you'll be doing

The Strategic Account Director owns a portfolio of 3 – 5 of Adaptavist’s most strategically important enterprise customers. These are typically global organisations with the potential to generate in excess of £1m in annual gross margin.

The Strategic Account Director is accountable for building multi-year growth strategies, deepening executive relationships, and positioning Adaptavist as a long-term transformation partner, orchestrating virtual teams across Sales, Presales, Delivery, Customer Success and strategic partners to drive wallet share expansion and sustainable account growth.

What we're looking for

Not ticking every box? That’s totally okay! Studies show that women and people of colour might hesitate to apply unless they meet every single requirement. At Adaptavist, part of TAG, we’re dedicated to creating a diverse and welcoming team.

Strategic account leadership

• Own and execute multi-year account growth plans across a portfolio of complex enterprise accounts
• Build executive-level relationships across customer organisations, establishing Adaptavist as a trusted transformation partner
• Lead and coordinate virtual strategic account manager and supporting teams across Sales, Presales, Delivery and Customer Success
• Identify and pursue whitespace opportunities across business units and geographies

Pipeline generation and value-based selling

• Develop customer-centric points of view that connect Adaptavist capabilities to measurable business outcomes
• Lead structured discovery to uncover business problems, organisational drivers and stakeholder motivations
• Build compelling business cases and value realisation plans anchored in customer outcomes, articulating value across:
• Toolchain Modernisation
• AI Adoption
• Compliance and Change Assurance
• Apply MEDDPICC discipline to qualify, inspect and progress opportunities to a consistent standard
• Generate pipeline through executive engagement, account-based selling and partner collaboration

Stakeholder & relationship management

• Establish and champion direct access to Economic Buyers and C-suite sponsors
• Build multi-threaded relationships spanning technology and business leadership simultaneously
• Identify, develop and mobilise internal champions capable of influencing customer decisions
• Navigate complex organisational structures, including informal influencer networks

Partner ecosystem leadership

• Develop joint account strategies with strategic partners that generate an identifiable pipeline
• Build working relationships across partner sales and technical teams
• Execute partner-involved deals with discipline around co-sell structures and margin management
• Position Adaptavist as the preferred services and transformation partner within shared accounts

Operating rhythm and commercial excellence

• Maintain exceptional CRM hygiene and forecast accuracy, with clear articulation of deal risk to sales leadership
• Lead quarterly account reviews and strategic planning sessions
• Drive commercial governance, deal quality and margin discipline through complex negotiations
• Contribute to QBRs, deal inspections and sales excellence initiatives

• Proven track record managing and growing complex enterprise or global accounts in a services setting, with high six- to seven-figure AOVs and £1m+ gross margin responsibility, delivering sustained account growth.
• Strong experience building relationships, with strong communication capability evidenced by engaging credibly at the C-suite level
• Experience leading multi-stakeholder transformation opportunities, with the ability to identify, develop and mobilise internal champions
• Experience developing and executing account strategies and growth plans that have generated identifiable pipeline or revenue
• High-quality discovery skills with the ability to uncover business problems, organisational drivers and personal motivations across multiple stakeholder layers
• Experience developing compelling business cases anchored in measurable customer outcomes
• Proven application of MEDDPICC (or directly comparable methodology) at a standard sufficient to qualify and inspect opportunities consistently
• Strong commercial negotiation skills across complex, multi-variable deals where price, scope, terms and relationship are all active dimensions
• Commercial experience executing partner-involved deals, including familiarity with co-sell structures and margin management in partner-led engagements
• Experience working within or alongside the Atlassian ecosystem, or a closely comparable enterprise technology partner ecosystem (GitLab, Harness, AWS, Datadog, IBM)
• Established executive relationships with key strategic partners that could be activated in support of Adaptavist’s account portfolio

At The Adaptavist Group, we are committed to promoting a diverse and inclusive community and believe this positively impacts both the creation of our innovative products and our delivery of bespoke solutions to our global customers and our own unique culture. We encourage all qualified applicants, regardless of age, disability, race, sexual orientation, religion or belief, sex, gender identity, pregnancy and maternity, marriage, and civil partnership status.