Regional (Dach) Sales Manager (F/M/D)

Cologne / Remote (Germany)Adaptavist – Business Development - New Logo Sales (EMEA) /Full-Time /HybridWorking at AdaptavistThe 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 doingSales ExcellenceOwn and achieve/exceed regional sales team targetsBe part of the governance processCoach and provide support for the individual team membersProvide effective leadershipOversee by the sales teams adherence to the sales processCollate, manage and understand the sales pipeline driving continuous improvement of accuracyIdentify the need to hire in pursuit of attaining goals and managingTeam LeadershipLeading and managing a new business sales team with varying levels of experienceCoach and develop the sales team collectively and individuallyEnsure 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 AdaptavistCollaborate with L&D on the development, iteration and roll out of sales learning strategy and deploymentDrive the growth of the sales team to support Adaptavist's needs through recruitment and career developmentCommunicates 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 wayCommunication, Networking, Impact and InfluenceListening and communicating openly, honestly, and respectfully with different other business functions and partners, promoting dialogue and building consensusAbility to creatively solve problems and "think on your feet"Secures support for ideas or initiatives through high-impact communication in order to overcome resistanceEstablishing, sustaining and fostering professional contacts to build, enhance and connect networks for work purposesEvaluates current network for effectiveness, sufficiency/inclusivity and relevance to achieving Adaptavist's strategic objectivesLeverages contacts to expand each other's networksSeeks to resolve different perspectives or matters of dispute by discovering shared interests and finding mutually acceptable solutionsClient Focus, Consultative Selling Process, Customer Relationship Management and Negotiation 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 territoryOverseas the team sales pipeline and forecasts to managementProvides service excellence to internal and/or external clientsEnhances client service delivery systems and processesAdjusts strategies in negotiations, recognizing when to compromise and when to seek a fresh perspectiveReaches 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 unfoldsProduct KnowledgeUnderstanding Adaptavist products and services and how they integrate with and improve the customer experience for those ISV products Adaptavist resellsMatches product knowledge to the implicit needs of the customerDescribes how Adaptavist's products/services can create a competitive advantage for the customer's businessUses knowledge of alternative products/services to enable upsellingReviews Adaptavist products/service offerings on a continual basis in order to ensure qualityWhat we're looking forExperience of managing a team and an interest in helping and inspiring colleaguesExperience in technical consultancy - being able to work with a range of different software solutions to meet a customer's needsProven sales success within a consultative B2B sales with a focus on winning net new Enterprise customers, including influencing and negotiating with C-suite executivesProven 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, etcHas a highly developed skills around solution selling and experience of working in a pre-sales environment, as part of larger teamsExcellent professional written and verbal communication and interpersonal skillsProven ability to articulate the distinct aspects of products and services and position them against competitorsExperience 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 teamUnderstands 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 accountsHave managed a complex software sales cycle from start to finishHas extensive experience in Sales SAAS and Services ExperienceA few nice to havesExperience within a fast-paced, fast-growth Tech start-up environmentHave an understanding of the products and services the company provides, the opportunities it has to grow its business and of the industry it operates inExperience of the Atlassian toolset, in particular, Jira and Confluence is beneficialA good mix of both startup and 'big brand' software company sales experienceProven track record of achieving sales targets - juggling multiple deals at onceProven experience in complex software sales to large corporationsAt 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!