Strategic Account Manager

About the role

The Strategic Account Manager for Spain/Iberia drives profitable growth across a portfolio of Adaptavist's most strategically important enterprise customers, working in close partnership with a Strategic Account Director.

The role is accountable for executing account growth plans, building multi-threaded stakeholder relationships, generating and progressing pipeline, and helping to expand Adaptavist's footprint across the enterprise. The Strategic Account Manager coordinates across Presales, Delivery, Customer Success and strategic partners to move opportunities forward and deliver meaningful customer outcomes.

This role would suit commercially ambitious professionals who want to build the skills, relationships and commercial track record required to grow into a Strategic Account Director.

What you'll be doing

Strategic account development

• Support the Strategic Account Director in developing and executing multi-year strategic account plans
• Maintain a detailed, current understanding of customer organisational structures, priorities and transformation programmes
• Identify opportunities to expand Adaptavist's footprint across business units and technology domains
• Track account health, stakeholder changes and competitive dynamics on an ongoing basis

Pipeline generation & value-based selling

• Build and maintain a pipeline within assigned strategic accounts through structured, account-based engagement
• Develop customer-specific points of view that connect Adaptavist's capabilities to identifiable business outcomes
• Lead discovery across stakeholder layers to uncover business problems, drivers and decision criteria
• Build commercial proposals and business cases anchored in measurable customer outcomes
• Apply MEDDPICC consistently across all qualified opportunities to maintain qualification discipline

Stakeholder & relationship management

• Build multi-threaded relationships across customer organisations, spanning both technology and business stakeholders
• Identify and develop champions, maintaining active relationships with influencers and decision makers
• Support the Strategic Account Director in establishing and maintaining Economic Buyer and executive access
• Develop a clear understanding of stakeholder motivations, organisational dynamics and decision-making processes

Partner collaboration

• Participate in joint account planning with strategic partners, including Atlassian, GitLab, Harness, AWS, IBM and Datadog
• Identify and develop partner-sourced opportunities within assigned accounts
• Build credibility and working relationships within the partner ecosystem
• Support partner-involved deal execution with attention to commercial structure and margin

Forecasting & commercial discipline

• Maintain consistently high CRM hygiene and accurate, timely opportunity data
• Ensure forecast accuracy through rigorous qualification and active pipeline management
• Participate in account reviews, pipeline reviews and QBRs with clear articulation of risks, opportunities and dependencies
• Manage opportunities efficiently from qualification through to closure, coordinating internal resources effectively

What we're looking for

• Demonstrable experience in enterprise technology sales, consulting services or software sales, with evidence of consistently achieving commercial targets
• Proven ability to generate and progress pipeline independently, not only respond to inbound demand or support more senior sellers
• Experience managing sales opportunities involving multiple stakeholders, with an understanding of how to navigate complex buying processes
• Ability to develop customer-centric points of view that connect solutions to business outcomes, rather than leading with product or feature descriptions
• Strong discovery skills: able to ask effective questions, listen actively and uncover motivations across different stakeholder types
• Experience building and maintaining relationships across multiple levels within a customer organisation simultaneously
• Clear commercial acumen: understands margin, deal structure and the difference between activity and value-generating pipeline
• Strong written and verbal communication skills, with the ability to construct coherent commercial narratives for different audiences

A few nice to haves

• Experience working within or alongside the Atlassian ecosystem, or a closely comparable enterprise technology partner ecosystem (GitLab, Harness, AWS, Datadog, IBM)
• Exposure to Developer Experience, DevOps, Service Management, AI adoption or Cloud transformation programmes — either as a seller or from a delivery/consulting background
• Working knowledge of a structured sales qualification methodology such as MEDDPICC or comparable, with evidence of consistent application
• Experience contributing to or executing joint account plans with technology partners
• Early evidence of economic buyer or C-suite access within …