Sales Executive

The North America New Name New Logo sales team consists of 6 people who work collaboratively as a team. Although the role is remote, there are regular touch points, collaboration and incentives amongst the team. The New Name New Logo sales team works closely with the Solution Engineering team, as well as our Legal, Finance, Professional Services, Managed Services, Licensing, Marketing, Business Development, and Partnership teams. The combination of a close-knit team and dedicated support sets the stage for exceptional performance and mutual success within the North America sales team. 

As a Sales Executive, you will play a key role in the Adaptavist Sales Process, and manage this end-to-end. You will work with various teams across the business to define solutions for our clients, to guide the production of proposals which oversee our commercial approach and solution offering, as well as managing the client through the Adaptavist Sales Process.

You will engage with potential High Growth and Mid Market customers to understand their primary needs and drivers, develop and execute account strategy aligned with the customers' business goals, generate and develop business growth opportunities, identify appropriate Adaptavist resources, services and products to resolve them.

- Strong Communication Skills: Effectively listening and communicating openly and respectfully with different audiences, and articulating complex issues clearly and credibly

- Relationship Building: Establishing and fostering professional contacts to build, enhance, and connect networks for work purposes, including expanding personal networks to meet strategic goals

- Overcoming Resistance: Securing support for ideas or initiatives through high-impact communication and offering solutions to handle objections, effectively lowering resistance

- Business Development: Identifying and developing business opportunities within High Growth and Mid Market accounts, managing individual sales funnel, and achieving sales targets

- Client Service Excellence: Providing exceptional service to internal and/or external clients by addressing identified and unidentified client needs, enhancing service delivery systems, and anticipating upcoming needs and concern

- Negotiation Skills: Resolving different perspectives or disputes by discovering shared interests and finding mutually acceptable solutions, using a wide range of negotiation strategies and tactics. Managing emotions constructively and adjusting strategies when necessary

- Product and Market Knowledge: Understanding Adaptavist products and services and how they integrate with and improve Atlassian products, as well as matching Adaptavist offerings to the implicit needs of the customer and being able to describe how these can create a competitive advantage for the customers’ business. Constantly reviewing and ensuring the quality of product/service offerings

- 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 mid-market consultative B2B SAAS and services sales with a focus on winning net new customers, including influencing and negotiating with C-suite executives.

- Has a highly developed skillset around solution selling and experience 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 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 products and services and position them against competitors

- Experience in net new customer sales, and being able to manage a level of autonomy around this working with a remote business support team

- Understanding of the specific needs within a Sales Process, around forecasting and opportunity progression with the ability to own, manage, orchestrate and execute account plans for assigned accounts

- Experience managing a complex software sales cycle from start to finish, and experience juggling multiple deals