About the role
The Strategic Account Manager for DACH drives profitable growth across a portfolio of Adaptavist's most strategically important enterprise customers, working in close partnership with a Strategic Account Director.
The role is accountable for executing account growth plans, building multi-threaded stakeholder relationships, generating and progressing pipeline, and helping to expand Adaptavist's footprint across the enterprise. The Strategic Account Manager coordinates across Presales, Delivery, Customer Success and strategic partners to move opportunities forward and deliver meaningful customer outcomes.
This role would suit commercially ambitious professionals who want to build the skills, relationships and commercial track record required to grow into a Strategic Account Director.
What you'll be doing
Strategic account development
Support the Strategic Account Director in developing and executing multi-year strategic account plans
Maintain a detailed, current understanding of customer organisational structures, priorities and transformation programmes
Identify opportunities to expand Adaptavist's footprint across business units and technology domains
Track account health, stakeholder changes and competitive dynamics on an ongoing basis
Pipeline generation & value-based selling
Build and maintain a pipeline within assigned strategic accounts through structured, account-based engagement
Develop customer-specific points of view that connect Adaptavist's capabilities to identifiable business outcomes
Lead discovery across stakeholder layers to uncover business problems, drivers and decision criteria
Build commercial proposals and business cases anchored in measurable customer outcomes
Apply MEDDPICC consistently across all qualified opportunities to maintain qualification discipline
Stakeholder & relationship management
Build multi-threaded relationships across customer organisations, spanning both technology and business stakeholders
Identify and develop champions, maintaining active relationships with influencers and decision makers
Support the Strategic Account Director in establishing and maintaining Economic Buyer and executive access
Develop a clear understanding of stakeholder motivations, organisational dynamics and decision-making processes
Partner collaboration
Participate in joint account planning with strategic partners, including Atlassian, GitLab, Harness, AWS, IBM and Datadog
Identify and develop partner-sourced opportunities within assigned accounts
Build credibility and working relationships within the partner ecosystem
Support partner-involved deal execution with attention to commercial structure and margin
Forecasting & commercial discipline
Maintain consistently high CRM hygiene and accurate, timely opportunity data
Ensure forecast accuracy through rigorous qualification and active pipeline management
Participate in account reviews, pipeline reviews and QBRs with clear articulation of risks, opportunities and dependencies
Manage opportunities efficiently from qualification through to closure, coordinating internal resources effectively
What we're looking for
Demonstrable experience in enterprise technology sales, consulting services or software sales, with evidence of consistently achieving commercial targets
Proven ability to generate and progress pipeline independently, not only respond to inbound demand or support more senior sellers
Experience managing sales opportunities involving multiple stakeholders, with an understanding of how to navigate complex buying processes
Ability to develop customer-centric points of view that connect solutions to business outcomes, rather than leading with product or feature descriptions
Strong discovery skills: able to ask effective questions, listen actively and uncover motivations across different stakeholder types
Experience building and maintaining relationships across multiple levels within a customer organisation simultaneously
Clear commercial acumen: understands margin, deal structure and the difference between activity and value-generating pipeline
Strong written and verbal communication skills, with the ability to construct coherent commercial narratives for different audiences
A few nice to haves
Experience working within or alongside the Atlassian ecosystem, or a closely comparable enterprise technology partner ecosystem (GitLab, Harness, AWS, Datadog, IBM)
Exposure to Developer Experience, DevOps, Service Management, AI adoption or Cloud transformation programmes — either as a seller or from a delivery/consulting background
Working knowledge of a structured sales qualification methodology such as MEDDPICC or comparable, with evidence of consistent application
Experience contributing to or executing joint account plans with technology partners
Early evidence of economic buyer or C-suite access within enterprise accounts
Experience in a services-led or professional services selling environment
Not ticking every box? That’s totally okay! Studies show that women and people of colour might hesitate to apply unless they meet every single requirement. At ScriptRunner, part of TAG, we’re dedicated to creating a diverse and welcoming team. If you’re passionate about this role and keen to learn and grow with us, we encourage you to apply, even if you don’t have everything that's listed just yet.
Drop us your application, we’d love to hear from you!
What to expect
We have published some support on Interviewing with us to try to alleviate any pre-interview anxieties, here you’ll find information to help you prepare and ace an interview at TAG.
You can read them here
Life at The Adaptavist Group
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!