Strategic Account Director (UK/I)
Appcast · London, England ·
Company DescriptionWorking at The Adaptavist GroupThe Adaptavist Group is a global family of companies with a common goal. We combine the best of teamwork, technology, and processes, helping all kinds of businesses be better today and tomorrow.
We are experts at delivering enterprise software, tailored solutions, and quality services across some of the world's most trusted technology ecosystems, including Atlassian, AWS, Slack, GitLab, monday.com and Aha! We make change happen.
From anywhere. Job DescriptionWhat you'll be doingThe Strategic Account Director owns a portfolio of 3 – 5 of Adaptavist's most strategically important enterprise customers. These are typically global organisations with the potential to generate in excess of 1m in annual gross margin.
The Strategic Account Director is accountable for building multi-year growth strategies, deepening executive relationships, and positioning Adaptavist as a long-term transformation partner, orchestrating virtual teams across Sales, Presales, Delivery, Customer Success and strategic partners to drive wallet share expansion and sustainable account growth.
What we're looking forStrategic account leadershipOwn and execute multi-year account growth plans across a portfolio of complex enterprise accountsBuild executive-level relationships across customer organisations, establishing Adaptavist as a trusted transformation partnerLead and coordinate virtual strategic account manager and supporting teams across Sales, Presales, Delivery and Customer SuccessIdentify and pursue whitespace opportunities across business units and geographiesPipeline generation and value-based sellingDevelop customer-centric points of view that connect Adaptavist capabilities to measurable business outcomesLead structured discovery to uncover business problems, organisational drivers and stakeholder motivationsBuild compelling business cases and value realisation plans anchored in customer outcomes, articulating value across: Developer ExperienceToolchain ModernisationAI AdoptionCompliance and Change AssuranceCloud MigrationApply MEDDPICC discipline to qualify, inspect and progress opportunities to a consistent standardGenerate pipeline through executive engagement, account-based selling and partner collaborationStakeholder & relationship managementEstablish and champion direct access to Economic Buyers and C-suite sponsorsBuild multi-threaded relationships spanning technology and business leadership simultaneouslyIdentify, develop and mobilise internal champions capable of influencing customer decisionsNavigate complex organisational structures, including informal influencer networksPartner ecosystem leadershipDevelop joint account strategies with strategic partners that generate an identifiable pipelineBuild working relationships across partner sales and technical teamsExecute partner-involved deals with discipline around co-sell structures and margin managementPosition Adaptavist as the preferred services and transformation partner within shared accountsOperating rhythm and commercial excellenceMaintain exceptional CRM hygiene and forecast accuracy, with clear articulation of deal risk to sales leadershipLead quarterly account reviews and strategic planning sessionsDrive commercial governance, deal quality and margin discipline through complex negotiationsContribute to QBRs, deal inspections and sales excellence initiativesQualificationsEssentialProven track record managing and growing complex enterprise or global accounts in a services setting, with high six- to seven-figure AOVs and 1m+ gross margin responsibility, delivering sustained account growth.
Strong experience building relationships, with strong communication capability evidenced by engaging credibly at the C-suite level Experience leading multi-stakeholder transformation opportunities, with the ability to identify, develop and mobilise internal champions Experience developing and executing account strategies and growth plans that have generated identifiable pipeline or revenue High-quality discovery skills with the ability to uncover business problems, organisational drivers and personal motivations across multiple stakeholder layersExperience developing compelling business cases anchored in measurable customer outcomesProven application of MEDDPICC (or directly comparable methodology) at a standard sufficient to qualify and inspect opportunities consistentlyStrong commercial negotiation skills across complex, multi-variable deals where price, scope, terms and relationship are all active dimensionsCommercial experience executing partner-involved deals, including familiarity with co-sell structures and margin management in partner-led engagementsDesirableExperience working within or alongside the Atlassian ecosystem, or a closely comparable enterprise technology partner ecosystem (GitLab, Harness, AWS, Datadog, IBM)Established executive relationships with key strategic partners that could be activated in support of Adaptavist's account portfolioAdditional InformationNot 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 Adaptavist, 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 hereEqual opportunities for everyoneAt The Adaptavist Group, 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. Recruitment fraud noticeWe are aware of recruitment scams where individuals or organisations may falsely claim to represent us.
We take this seriously and are committed to protecting candidates throughout our hiring process. We will never ask for any form of payment, fees, or financial commitment at any stage of recruitment, including applications, interviews, onboarding, or equipment provision.
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SummaryType: Full-timeFunction: Business DevelopmentExperience level: Mid-Senior LevelIndustry: Information Technology And Services