Sales Executive - Remote, United States - Adaptavist

Description

Working at (part of The Adaptavist Group)

is a DevOps platform hyper-focused on the Developer Experience. It allows teams to work collaboratively and cohesively in building and deploying code to any destination and ensures everything you do is repeatable and scalable.

Our mission is to distill the latest concepts and experimentation in the DevOps field into a unique and valuable experience for developers. We aim to make a wonderfully smooth journey from ideation to product delivery to production, where the developer can focus on code while our platform handles all the tooling, glue, and relating it all together. And it all starts with you

Working at is unlike any other job you've ever had. We trust you from day one. We encourage curiosity. We champion diversity. We're never afraid to try something new.

Excited yet?

Our flexible, remote-first way of working means that you can now fit work around your life, instead of trying to fit your life around work. You can even take as many holidays as you want. Yes, really

As part of The Adaptavist Group, we make up a family of brands that combine people, processes, and technology to make businesses better.

Offering trusted consultancy, app development, training, hosting, and licensing, we believe our unique and open culture underpins our status as the go-to partner of choice within the Atlassian Ecosystem.

Some of our benefits include:

Unlimited paid vacation

401k - we match up to 4%

Flexible working

Udemy online learning

Enhanced Maternity and Paternity Leave

Employee assistance programme

Volunteer days

Healthcare through Trinet including Medical, Dental, Vision, EAP

Free online streaming service subscription

About the role

We are searching for a highly effective communicator who is tech savvy and relationship-focused to help us build and grow our community.

You will play a key role in developing and managing the sales process. This role will work with various teams across the business to define solutions for clients, prospects and partners, and guide the production of proposals which oversee our platform offering.

You will engage with potential Enterprise-level clients and prospects to:

Understand their primary needs and challenges

Develop, execute and manage enterprise sales strategy

Align messaging with client business goals

Generate business relationships and growth opportunities

Identify appropriate resources, services and products that enable a successful sales strategy

What you'll be doing

• Listening and communicating openly, honestly and respectfully with different internal and external audiences, promoting dialogue and building consensus
• Communicating complex issues in a clear and credible manner
• Handling difficult on-the-spot questions (e.g., from senior executives, public officials, interest groups and the media)
• Securing support for ideas or initiatives through executive-level communication
• Establishing, sustaining and fostering professional contacts to build, enhance and connect networks for work purposes
• Expanding the company's network to meet strategic goals
• Creating opportunities to initiate new connections (including partnerships) that will facilitate the achievement of strategic goals
• Evaluating current network for effectiveness, sufficiency/inclusivity and relevance to achieving company's strategic objectives
• Leveraging contacts to expand each other's networks
• Identifying and developing business opportunities across the United States
• Managing individual sales funnel and individual sales targets
• Providing service excellence to internal and/or external clients
• Looking for ways to add value beyond clients', prospects' immediate requests
• Addressing the unidentified, underlying and long-term client needs
• Enhancing client service delivery systems and processes
• Anticipating clients' and prospects' upcoming needs and concerns
• Seeking to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutions
• Identifying opportunities in complex, challenging situations while maintaining a broad perspective
• Adjusting strategies in negotiations, recognizing when to compromise and when to seek a fresh perspective
• Managing own emotions when dealing with irrational counter-parties or challenging relationships, taking a constructive approach that focuses on solutions
• Reaching 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)
• Using a wide range of negotiation strategies and tactics as the situation unfolds
• Discovering and attending online and in-person events for prospecting and strengthening client relationships
• Understanding software development lifecycle platforms, products and services and how they integrate with and improve client environments
• Matching product knowledge to the implicit needs of the client or prospect
• Describing how company's platform can create a competitive advantage for the client's or prospect's business
• Using knowledge of alternative platforms/products/services to enable upselling
• Delivering demos to clients and prospects on a continual basis in order to ensure features are meeting client, prospect and market requirements

What we're looking for

• Proven sales success within a consultative B2B sales environment with a focus on winning net new Enterprise clients, including influencing, cross selling opportunities and negotiating with C-suite executives
• Proven track record of achieving sales targets
• Has a 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
• Has the ability to understand a client's or prospect's challenges and is able to work with internal stakeholders to create a solution that meets their needs
• Proven ability to articulate the distinct aspects of platforms, products and services and position them against alternatives
• Experience in managing a level of strategic planning and autonomy with a globally distributed business team
• Understanding 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
• Experience managing complex SaaS and Services sales cycles from start to finish
• Experience within a fast-paced, fast-growth tech start-up environment (A bonus)
• Have an understanding of the platform and services the company provides, the opportunities it has to grow its business and of the industry it operates in (A bonus)

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