Regional (DACH) Sales Manager (f/m/d)

Working at Adaptavist

The 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.

The Regional Sales Manager plays a key role in the Adaptavist Sales Process within their theatre of operations. This role is a ‘player/coach’ Sales Leadership position, overseeing a geographically dispersed team of sellers. The leader in this role works with various teams across the business to define solutions for our clients, to guide the production of proposals for Adaptavist solution offerings, coordinating with Adaptavist ISV partners, and supporting the sellers reporting to the Regional Sales Manager in their ongoing operations and activity.

As this Regional Sales Manager you are responsible for enabling your team to engage with potential Enterprise clients to understand their primary needs, drivers develop and execute enterprise account strategy aligned with the customers business goals, generating and developing business growth opportunities, identifying appropriate Adaptavist resources, services and products to resolve them.

What you'll be doing

• Own and achieve/exceed regional sales team targets
• Be part of the governance process
• Coach and provide support for the individual team members
• Provide effective leadership
• Oversee by the sales teams adherence to the sales process
• Collate, manage and understand the sales pipeline driving continuous improvement of accuracy
• Identify the need to hire in pursuit of attaining goals and managing

• Leading and managing a new business sales team with varying levels of experience
• Coach and develop the sales team collectively and individually
• Ensure that  the team understands, follows and executes the sales process (from cold outreach to closing deals)
• Support talent management within the team, encouraging personal and career growth within the sales team and in other roles across Adaptavist
• Collaborate with L&D on the development, iteration and roll out of sales learning strategy and deployment
• Drive the growth of the sales team to support Adaptavist’s needs through recruitment and career development
• Communicates company and team goals, safety practices, and deadlines to the team.
• Motivates team members and assesses performance through the use of regular 1:1s, competency reviews and personal and team objectives.
• Provides help to management, including hiring and training, and keeps management updated on team performance.
• Supports staff in taking independent action, providing coaching and mentoring along the way

• Listening and communicating openly, honestly, and respectfully with different other business functions and partners, promoting dialogue and building consensus
• Ability to creatively solve problems and “think on your feet”
• Secures support for ideas or initiatives through high-impact communication in order to overcome resistance
• Establishing, sustaining and fostering professional contacts to build, enhance and connect networks for work purposes
• Evaluates current network for effectiveness, sufficiency/inclusivity and relevance to achieving Adaptavist’s strategic objectives
• Leverages contacts to expand each other’s networks
• Seeks to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions

• Identifies and develops business opportunities within assigned territory of Mid Market high growth, Enterprise and Strategic Accounts and guides sellers to successfully manage those accounts in territory
• Overseas the team sales pipeline and forecasts to management
• Provides service excellence to internal and/or external clients
• Enhances client service delivery systems and processes
• Adjusts strategies in negotiations, recognizing when to compromise and when to seek a fresh perspective
• 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)
• Uses a wide range of negotiation strategies and tactics as the situation unfolds

• Understanding Adaptavist products and services and how they integrate with and improve the customer experience for those ISV products Adaptavist resells
• 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

• Experience of managing a team and an interest in helping and inspiring colleagues
• 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
• Proven track record of motivating a team in achieving sales targets 
• Comfortable working collaboratively both face to face and through online tools such as Zoom, Slack, Hubspot / Salesforce, etc
• Has a highly developed skills around solution selling and experience of working in a pre-sales environment, as part of larger teams
• Excellent professional written and verbal communication and interpersonal skills
• Proven ability to articulate the distinct aspects of products and services and position them against competitors
• Experience in leading on expanding into new territories based on company leadership growth plans, and able to manage a level of strategic planning and autonomy around this working with a remote business support team
• Understands of 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
• Has extensive experience in Sales SAAS and Services Experience

• Experience within a fast-paced, fast-growth Tech start-up environment
• Have an understanding of the products and services the company provides, the opportunities it has to grow its business and of the industry it operates in
• Experience of the Atlassian toolset, in particular, Jira and Confluence is beneficial
• A good mix of both startup and 'big brand’ software company sales experience
• Proven track record of achieving sales targets - juggling multiple deals at once
• Proven experience in complex software sales to large corporations

At 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. 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!