APAC Strategic Accounts Director: Enterprise Growth

The Adaptavist Group; Malaysia; On-site; MYR 660,000 - 990,000; Full time

Job summary

The Adaptavist Group is seeking a Strategic Account Director to own a portfolio of global enterprise customers, typically generating over £1m in annual gross margin. You will orchestrate multi-year growth, build executive relationships, and lead virtual teams across Sales, Presales, Delivery and Customer Success.

This role demands strong relationship building, value-based selling, MEDDPICC discipline, and the ability to translate complex technology programs into measurable business outcomes.

Qualifications

• 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
• Demonstrable experience selling or shaping services-led transformation opportunities across Service and Work Management, DevOps, Developer Experience or software delivery.
• Technical fluency to discuss the software delivery lifecycle, including plan, build, test, deploy and run, and to translate DevOps practices into customer value.
• Experience with, or the ability to credibly engage customers on, modern DevOps tooling and themes such as GitLab, GitHub, Bitbucket Pipelines, CI/CD, repository management and DevEx.
• 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 an 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

Responsibilities

• 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
• 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: Developer Experience, Toolchain Modernisation, AI Adoption, Compliance and Change Assurance, Cloud Migration
• Apply MEDDPICC discipline to qualify, inspect and progress opportunities to a consistent standard
• Generate pipeline through executive engagement, account-based selling and partner collaboration
• 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
• 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
• 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

Skills

Enterprise account management

C-suite relationships

Strategic account leadership

Negotiation skills

MEDDPICC

Partner collaboration

Tools

GitLab

GitHub

Bitbucket Pipelines

CI/CD tooling

DevOps tooling

Job description

The Adaptavist Group is seeking a Strategic Account Director to own a portfolio of global enterprise customers, typically generating over £1m in annual gross margin. You will orchestrate multi-year growth, build executive relationships, and lead virtual teams across Sales, Presales, Delivery and Customer Success.

This role demands strong relationship building, value-based selling, MEDDPICC discipline, and the ability to translate complex technology programs into measurable business outcomes.