Strategic Sales Manager - DACH (f/m/d)

Adaptavist; United States; On-site; USD 60,000 - 120,000; Full time

Job summary

An innovative firm seeks a Strategic Sales Manager to lead the sales process and engage with Enterprise clients. This role involves understanding client needs, developing tailored solutions, and managing complex sales cycles. With a focus on consultative selling and relationship building, you will work collaboratively with various teams to drive business growth. The company promotes a flexible, remote-first work culture, allowing you to integrate work with your life seamlessly. If you are passionate about technology and sales, this is an exciting opportunity to make a significant impact in a dynamic environment.

Benefits

Flexible Work Environment

Family-Friendly Policies

Diversity and Inclusion Initiatives

Qualifications

• Experience in technical consultancy and consultative B2B sales.
• Proven ability to articulate product aspects and position against competitors.
• Fluent in English and German communication skills.

Responsibilities

• Manage the end-to-end sales process and engage with Enterprise clients.
• Develop and execute enterprise account strategies aligned with client goals.
• Negotiate complex contracts and manage individual sales funnel.

Skills

Technical Consultancy

Consultative B2B Sales

Solution Selling

Relationship Building

Negotiation

Communication Skills

Customer Relationship Management

Education

Bachelor's Degree

Tools

Zoom

Slack

Skype

Job description

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.

Our flexible, remote-first way of working means that work can fit around your life rather than your life fitting around work.

About the role

The Strategic Sales Manager will play a key role in the Adaptavist Sales Process, managing this end-to-end. This role will work with various teams across the business to define solutions for our clients, guide the production of proposals which oversee our commercial approach and solution offering, as well as manage the client through the Adaptavist Sales Process.

The role of the Strategic Sales Manager is to engage with potential Enterprise clients to understand their primary needs and drivers. You will develop and execute enterprise account strategy aligned with the customer's business goals, generating and developing business growth opportunities and identifying appropriate Adaptavist resources, services and products to resolve them.

What you'll do

Communication, Networking, Impact and Influence

• 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.

Client Focus, Consultative Selling Process, Customer Relationship Management and Negotiation

• Identifies and develops business opportunities within assigned territory of Mid Market high growth and Enterprise Accounts.
• Manages individual sales funnel and achieves 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, recognizing 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).

Product Knowledge

• 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.

What we're looking for

• 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 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 in leading on expanding into new territories, and being able to manage a level of strategic planning and autonomy around this working with a remote business support team.
• Understands the specific needs within a Sales Process, around forecasting and opportunity progression with the ability to own, manage, orchestrate and execute strategic account plans for assigned Enterprise accounts.
• Have managed a complex software sales cycle from start to finish.
• Based in Germany.
• Fluent English and German communication skills.

Commitment to Diversity

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. From our family-friendly policies to our flexible work environment we offer a range of benefits and policies in order to support staff from all different backgrounds. If you have any questions, please do ask us.

We look forward to your application!