What you'll be doingThe Strategic Account Director owns a portfolio of 3 – 5 of Adaptavist’s most strategically important enterprise customers. These are typically global organisations with the potential to generate in excess of £1m in annual gross margin. The Strategic Account Director is accountable for building multi-year growth strategies, deepening executive relationships, and positioning Adaptavist as a long-term transformation partner, orchestrating virtual teams across Sales, Presales, Delivery, Customer Success and strategic partners to drive wallet share expansion and sustainable account growth.What we're looking forStrategic account leadershipOwn and execute multi-year account growth plans across a portfolio of complex enterprise accountsBuild executive-level relationships across customer organisations, establishing Adaptavist as a trusted transformation partnerLead and coordinate virtual strategic account manager and supporting teams across Sales, Presales, Delivery and Customer SuccessIdentify and pursue whitespace opportunities across business units and geographiesPipeline generation and value-based sellingDevelop customer-centric points of view that connect Adaptavist capabilities to measurable business outcomesLead structured discovery to uncover business problems, organisational drivers and stakeholder motivationsBuild compelling business cases and value realisation plans anchored in customer outcomes, articulating value across:Developer ExperienceToolchain ModernisationAI AdoptionCompliance and Change AssuranceCloud MigrationApply MEDDPICC discipline to qualify, inspect and progress opportunities to a consistent standardGenerate pipeline through executive engagement, account-based selling and partner collaborationStakeholder & relationship managementEstablish and champion direct access to Economic Buyers and C-suite sponsorsBuild multi-threaded relationships spanning technology and business leadership simultaneouslyIdentify, develop and mobilise internal champions capable of influencing customer decisionsNavigate complex organisational structures, including informal influencer networksPartner ecosystem leadershipDevelop joint account strategies with strategic partners that generate an identifiable pipelineBuild working relationships across partner sales and technical teamsExecute partner-involved deals with discipline around co-sell structures and margin managementPosition Adaptavist as the preferred services and transformation partner within shared accountsOperating rhythm and commercial excellenceMaintain exceptional CRM hygiene and forecast accuracy, with clear articulation of deal risk to sales leadershipLead quarterly account reviews and strategic planning sessionsDrive commercial governance, deal quality and margin discipline through complex negotiationsContribute to QBRs, deal inspections and sales excellence initiatives
