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Strategic Sales Executive

Adaptavist

Location: Remote - UK/EU only

Job Type: Full time

Posted


Working at Adaptavist

Adaptavist is a global software innovator, enabling organisations to digitally transform how they collaborate and get work done. Founded in 2005 and with a growing global reach, our customers cut across every major industry and include more than half of all Fortune 500 companies.

Today, Adaptavist leverages its deep technical understanding of Atlassian and innovative partnership with Slack to help organisations embrace new ways of working to achieve competitive advantage.

Through trusted consultancy, app development, training, hosting, and licensing solutions, Adaptavist has established itself as the go-to partner of choice within the Atlassian Ecosystem.

About the role

As a Strategic Sales Executive, you will play a key role at Adaptavist in winning new clients. You'll develop and execute enterprise account strategy aligned with our customers business goals, generating and developing business growth opportunities.

You will collaborate with your customers to maximise business results and open up opportunities, through working with various teams across the business to define solutions for clients. You will understand and leverage Adaptavist offerings based on Atlassian Products and other Adaptavist partners such as GitLab, Slack, Temporall, Plandek, etc. to provide solutions that meet your customer needs.

What you'll be doing

- Lead the sales process to achieve sales objectives through identification and development of business Enterprise opportunities to enable complex organisations to transform and find advantage in a climate of constant change.
- Collaborate with marketing specialists to leverage product knowledge and promotions to grow the sales pipeline and expand opportunities within accounts.
- Lead all contract negotiations with support of Adaptavist Legal Counsel team, creating an open and constructive environment for negotiation, seeking to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions.
- Execute a consultative sales approach that uncovers customer pains and challenges, identifies and recommends solutions that address client business and technical needs leveraging Adaptavist offerings, while adding insights aligned to solutions to key business challenges.
- Build strategic partnerships with customers to position Adaptavist as a trusted partner to meet customer strategic business needs
- Establish, sustain and foster professional contacts to build, enhance and connect network; being an ambassador for Adaptavist Adopt an open and honest listening and communication approach with customers.
- Use knowledge of alternative products/services to enable upselling, and objectively critique the competition (strengths, weaknesses), seeking opportunities for business development.
- Identify current industry trends and explain industry trends to customers.
- Collaborate with the pre-sales consulting team to devise and propose solutions aligned with customer needs.
- Manage the sales funnel with the implementation of strategies to address key friction points and improve sales conversion rates, while reporting on individual sales pipelines to achieve budget targets and support Adaptavist global forecasting.
- Identify and execute actions within CRM accounts to support goals and tactical actions within existing accounts or marketing campaigns.
- Accurately forecasting the sales pipeline in line with Adaptavist global forecasting which has an impact on company financial targets, resourcing and business planning.

What we're looking for

- Proven sales success within a consultative B2B sales with a focus on growing new Enterprise Accounts.
- Proven track record of achieving sales targets, with a highly developed skill set of solution selling.
- Experience in a consultative sales cycle, including influencing and negotiating with C-suite executives.
- Proven experience of complex software and service solution sales.
- Has the ability to understand a prospect's challenges and is able to work with internal stakeholders to create a solution that meets their needs.
- A proven innovator with a strong bias for action and the ability to quickly adapt to change in a fast-paced environment.
- Excellent collaboration skills, with experience working within a team and with cross-functional teams to support and leverage growth.
- Excellent communication skills both verbally and written.
- Experience of working in a pre-sales environment, as part of larger teams.
- Strong relationship builder establishes rapport with people easily and has effective active listening skills.
- Capable of being highly responsive where required, has a strong sense of urgency and a commitment to follow through.
- Proven ability to articulate the distinct aspects of products and services and position them against competitors.
- Comfortable working collaboratively both face to face and through online tools such as Zoom, Slack, Skype, etc.

Desirable

- Experience within a fast-paced, fast-growth Tech start-up environment.
- Understanding of the specific needs within a Sales Process, around forecasting and opportunity progression.
- Experience of the Atlassian toolset, in particular Jira and Confluence is beneficial.
#LI-AS1

At Adaptavist, 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!
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