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 Sales Executive, you will play a key role at Adaptavist in winning new clients. You'll develop and execute account strategy for high growth and mid market accounts 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
- Identify and develop opportunities within high growth and mid market companies to enable organisations to transform and find advantage in a climate of constant change.
- Leverage marketing campaigns and promotions along with acquired knowledge of technology solutions to collaborate with marketing specialists to leverage product knowledge and promotions to grow the sales pipeline and expand opportunities within accounts.
- Facilitate all contract negotiations with support of Adaptavist Legal Counsel team. Look for a constructive environment for negotiation, discover shared interests and find mutually acceptable solutions, resolve different perspectives of matter with support of management
- Execute a consultative sales approach through discovery skills to uncover customer pains and challenges, identify and recommend solutions that address clients’ business and technical needs leveraging Adaptavist offerings.
- Align solutions to key business challenges, identified through a detailed discovery process, and leveraging of storytelling during the sales process via client case studies. Deliver quality and consistency in all sales calls, online and face-to-face sales presentations.
- Collaborate with the pre-sales consulting team to devise and propose solutions aligned with customer needs.
- Seek to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions with support of the sales leaders
- Develop 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
- Manage and report on individual sales pipelines to achieve budget targets and support Adaptavist global forecasting.
- Review sales reports to understand own sales cycles and close ratios and seek ways of own process improvement.
- 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 mid-market Accounts.
- Proven track record of achieving sales targets.
- Experience in a consultative sales cycle, including influencing and negotiating with C-suite executives.
- Proven experience of 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.
- 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.
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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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