Senior Client Partner

Deviniti; Polska; Hybrid; PLN 180,000 - 260,000; Full time

Job summary

Deviniti is seeking a Senior Client Partner to drive strategic growth within existing enterprise accounts. This role blends remote work with face-to-face client meetings and requires navigating complex organizations for new business opportunities.

You will work with the Atlassian Professional Services team to develop relationships, upsell and cross-sell consulting, implementation, integration, and migration services across large enterprises, often in multinational environments.

Qualifications

• Minimum 8–10+ years of B2B sales experience in IT and enterprise account growth.
• Proven track record of growing enterprise accounts and owning sales pipelines.
• Hands-on consultative selling and building long-term client relationships.
• Practical knowledge of MEDDPICC methodology and multi-stakeholder selling.

Responsibilities

• Grow enterprise client portfolio by identifying new opportunities and collaborations.
• Act as trusted advisor by understanding client business and proposing value-driven solutions.
• Drive sales of Atlassian services across consulting, implementation, integration, and migration.
• Manage end-to-end sales processes from opportunity to closure and revenue growth.
• Own and hit sales targets using MEDDPICC-based pipeline management.

Skills

B2B sales

enterprise account development

consultative selling

MEDDPICC

Tools

HubSpot

Atlassian ecosystem

Rovo

Gemin

Job description

Join Deviniti as Senior Client Partnerandgrow together with us!

Key information about the role:

• Role: Strategic growth of existing enterprise accounts, driving upsell and cross-sell opportunities and increasing the value of client relationships.
• Services sold: Consulting, implementation, integration and migration services within the Atlassian ecosystem.
• Work model: A mobile role combining remote work with face-to-face client meetings, including international travel.
• Work environment: Part of the Revenue Unit, working closely with consultants and delivery teams to identify and develop new business opportunities within existing accounts.
• Sales approach: Consultative selling, long sales cycles, multi-stakeholder engagement and the MEDDPICC methodology.

We're looking for someone who can spot opportunities where others see only an established client relationship. Someone who understands consultative selling, knows how large enterprises operate and can navigate complex client organisations to uncover new business opportunities. We’re looking for a person who builds lasting partnerships, understands what drives their clients’ businesses and knows how to translate that understanding into growth.

We work with enterprise clients where procurement processes are complex and decisions take time and involve multiple stakeholders. That’s why we're looking for someone who can independently nurture relationships and proactively identify new opportunities, rather than simply respond to requests coming from clients.

Who will you work with?

• You’ll join the Atlassian Professional Services team, led by Michał Ziembicki. The team currently consists of four Senior Account Managers. They follow the MEDDPICC methodology, work with tools from the Atlassian ecosystem, actively use HubSpot and leverage AI tools such as Rovo and Gemin.

This role goes beyond traditional account management. Here’s what you’ll be responsible for:

Your main goal will be to drive business growth across enterprise accounts: identifying new opportunities, building relationships with key decision-makers and turning client needs into concrete projects and revenue growth.

• Growing the enterprise client portfolio: reaching out to new stakeholders, uncovering additional client needs and opening up new areas of collaboration.
• Becoming a trusted advisor: developing an in-depth understanding of each client’s business and proactively initiating conversations about solutions that deliver real business value.
• Driving sales of Atlassian services: identifying and pursuing upsell and cross-sell opportunities across consulting, implementation, integration and migration services.
• Managing end-to-end sales processes: from identifying opportunities and developing value propositions to negotiations and closing deals.
• Achieving sales targets and taking ownership of results: effectively managing the sales pipeline and qualifying opportunities using the MEDDPICC methodology.

You're a great fit if you have:

• 8–10+ years of experience in B2B sales and enterprise account development within the IT industry, including selling Professional Services. Experience limited to body leasing, infrastructure or licence sales alone won't be sufficient.
• A proven track record of managing and growing enterprise accounts, with ownership of the sales pipeline and revenue targets.
• Hands‑on experience with consultative selling and building long-term business relationships.
• Experience managing complex, long sales cycles involving multiple stakeholders and decision-makers.
• A proven track record of growing existing accounts, including through upselling and cross‑selling.
• The ability to independently identify business opportunities and build relationships with new decision-makers within client organisations.
• Practical knowledge of the MEDDPICC methodology.
• English and polish proficiency at C1/C2 level.

What do we care about?

• Your mental and physical well-being: we offer access to Mindgram, and we also have a running led by our own coach, who motivates us to get up from behind our desks and engage in physical activity together.
• The development of your skills: each team has their career paths and we also participate in both internal and external trainings to constantly learn more.
• Your opinion and influence on your work environment: we use Officevibe (an employee experience platform), and we cultivate the culture of constructive feedback and recognition.
• Your freedom: apart from working from home and flexible hours matching your lifestyle, we also have many hobby groups that allow you to share your passions with others. So, are you interested in arts and crafts, literature, plants, board games or sports?
• The world and people: through our CSR program “Deviniti Cares” we take care about our planet, as well as about people around the world. Together we decide what causes we support, and we help by using the quarterly budget established entirely for charity initiatives.

Our company has implemented whistleblower protection procedures in accordance with the applicable law. Every candidate and employee has the right to report irregularities in a secure manner, and all reports are fully protected under the law.