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Vice President of Sales - DACH (m/w/x)
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THThe Adaptavist Group
Strategic Account Director (DACH) (m/w/x)
Vollzeitmit HomeofficeSenior
AI/ML
Nejo KI-Zusammenfassung
Driving enterprise software growth across DACH region with multi-year account plans. Executive relationship building and C-suite communication skills required. Virtual team leadership and whitespace opportunity identification.
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Anforderungen
- Proven track record managing complex enterprise/global accounts
- Strong relationship building experience
- Strong communication capability at C-suite level
- Experience leading multi-stakeholder transformation opportunities
- Ability to identify, develop, mobilise internal champions
- Experience developing/executing account strategies and growth plans
- High-quality discovery skills
- Ability to uncover business problems, drivers, motivations
- Experience developing compelling business cases
- Proven application of MEDDPICC methodology
- Strong commercial negotiation skills
- Commercial experience executing partner-involved deals
- Familiarity with co-sell structures and margin management
- Experience within Atlassian ecosystem or comparable partner ecosystem
- Established executive relationships with key strategic partners
- Passion for the role and keen to learn and grow
Aufgaben
- Own and execute multi-year account growth plans for complex enterprise accounts
- Build executive-level relationships and establish Adaptavist as a trusted transformation partner
- Lead and coordinate virtual strategic account manager and supporting teams
- Identify and pursue whitespace opportunities across business units and geographies
- Develop customer-centric points of view connecting Adaptavist capabilities to business outcomes
- Lead structured discovery to uncover business problems, drivers, and motivations
- Build compelling business cases and value realisation plans anchored in customer outcomes
- Articulate value across Developer Experience, Toolchain Modernisation, AI Adoption, Compliance, and Cloud Migration
- Apply MEDDPICC discipline to qualify, inspect, and progress opportunities
- 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
- Identify, develop, and mobilise internal champions to influence customer decisions
- Navigate complex organisational structures and informal influencer networks
- Develop joint account strategies with strategic partners to generate pipeline
- Build working relationships across partner sales and technical teams
- Execute partner-involved deals with co-sell structures and margin management
- Position Adaptavist as the preferred services and transformation partner in shared accounts
- Maintain exceptional CRM hygiene and forecast accuracy
- Articulate deal risk clearly to sales leadership
- Lead quarterly account reviews and strategic planning sessions
- Drive commercial governance, deal quality, and margin discipline through negotiations
- Contribute to QBRs, deal inspections, and sales excellence initiatives
Berufserfahrung
ca. 4 - 6 Jahre
Ausbildung
Bachelor-AbschlussODER
Master-Abschluss
Sprachen
Englisch – verhandlungssicher
Tools & Technologien
MEDDPICCAtlassian ecosystemGitLabHarnessAWSDatadogIBM
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TH
ITKöln
The Adaptavist Group delivers enterprise software, tailored solutions, and quality services across technology ecosystems like Atlassian and AWS.
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