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

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 archives 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, recognising 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.
• Fluent English and German communication skills.