Head of Strategic Sales

Job not on LinkedIn

🔥 10 hours ago

🌐 North America, United States, +1 more countries – Remote

🏈 North America – Remote 🇺🇸 United States – Remote 🇨🇦 Canada – Remote

⏰ Full Time

🔴 Lead

🤑 Sales

👻 Ghost score 12%

What it means: the chance that no one is really hiring for this job.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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The Adaptavist Group

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

💼 Consulting

📦 Logistics

📣 Marketing

Consulting • Logistics • Marketing

The Adaptavist Group is a diversified global company that focuses on making business work better across various digital ecosystems such as Atlassian, AWS, and Slack. They provide solutions in agile, DevOps, work management, ITSM, and cloud, aiming to help businesses with their transformation and competitive strategies. With over 10 brands under its umbrella, the company employs more than 1,000 people worldwide and serves a customer base including numerous Fortune 500 companies.

📋 Description

• Build and lead Adaptavist's regional Strategic Accounts programme across North America • Report to the Head of North America Sales and lead Strategic Account Directors and Strategic Account Managers • Define the operating model, coverage standards and governance for the Strategic Accounts programme • Identify and prioritise high-potential accounts and establish account-planning standards • Create growth strategies that expand customers from point solutions and licence transactions into broader services-led transformation relationships • Increase wallet share through consulting, managed services, optimisation and strategic partner solutions • Drive DevOps & Developer Experience and Service & Work Management selling motions and cross-sell opportunities • Build and maintain C-level relationships and act as executive sponsor and trusted advisor • Lead complex opportunities, shaping value cases, executive engagement, commercial strategy and negotiation • Embed MEDDPICC qualification, coaching, deal inspection and forecast discipline • Develop regional partner relationships, joint account plans and co-sell strategies with technology partners • Coordinate North American activity with global strategic-account programmes • Build integrated account teams across Sales, Presales, Delivery, Marketing, Finance, RevOps and Partnerships • Lead, coach, develop, recruit and retain Strategic Account Directors and Managers • Establish portfolio reviews, account-plan inspections, pipeline generation, opportunity coaching and forecast governance • Provide the Head of North America Sales with visibility into performance, risks, investment needs and expected growth • Share best practices and improve enterprise account-planning capability across the North American sales organisation

🎯 Requirements

• Proven leadership experience in Strategic Account sales within North American enterprise technology, consulting, SaaS, DevOps or adjacent ecosystems • Strong personal track record of winning and growing large, complex enterprise accounts and multi-year transformation engagements • Demonstrable experience building or operating a strategic/global account programme with structured account governance • Ability to maximise wallet share through account planning, whitespace identification, cross-sell and executive sponsorship • Deep understanding of services-led selling alongside software, licence or partner-led motions • Demonstrated use of MEDDPICC or an equivalent structured sales methodology for coaching, qualification and deal inspection • Strong C-suite credibility and the ability to lead complex customer, commercial and negotiation conversations • Experience developing joint account plans and co-sell motions with strategic technology partners • Proven ability to recruit, coach, develop and performance-manage senior account directors and managers • Strong commercial acumen across revenue, gross margin, pipeline, pricing, forecasting and account profitability • Experience in DevOps, Developer Experience, Platform Engineering, Cloud, Service Management or Work Management transformation, including work with strategic technology ecosystems such as Atlassian, GitLab, Harness, AWS or Datadog is a nice-to-have

🏖️ Benefits

• Remote work arrangement • Opportunity to work with global technology ecosystems including Atlassian, AWS, Slack, GitLab, monday.com and Aha! • Diverse and welcoming team environment • Equal opportunities regardless of protected characteristics

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