Strategic Account Director (APAC)

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 leadership

• Own and execute multi-year account growth plans across a portfolio of complex enterprise accounts

• Build executive-level relationships across customer organisations, establishing Adaptavist as a trusted transformation partner

• Lead and coordinate virtual strategic account manager and supporting teams across Sales, Presales, Delivery and Customer Success

• Identify and pursue whitespace opportunities across business units and geographies

Pipeline generation and value-based selling

• Develop customer-centric points of view that connect Adaptavist capabilities to measurable business outcomes

• Lead structured discovery to uncover business problems, organisational drivers and stakeholder motivations

Build compelling business cases and value realisation plans anchored in customer outcomes, articulating value across:

• Developer Experience

• Toolchain Modernisation

• AI Adoption

• Compliance and Change Assurance

• Cloud Migration

• Apply MEDDPICC discipline to qualify, inspect and progress opportunities to a consistent standard

• Generate pipeline through executive engagement, account-based selling and partner collaboration

Stakeholder & relationship management

• Establish and champion direct access to Economic Buyers and C-suite sponsors

• Build multi-threaded relationships spanning technology and business leadership simultaneously

• Identify, develop and mobilise internal champions capable of influencing customer decisions

• Navigate complex organisational structures, including informal influencer networks

Partner ecosystem leadership

• Develop joint account strategies with strategic partners that generate an identifiable pipeline

• Build working relationships across partner sales and technical teams

• Execute partner-involved deals with discipline around co-sell structures and margin management

• Position Adaptavist as the preferred services and transformation partner within shared accounts

Operating rhythm and commercial excellence

• Maintain exceptional CRM hygiene and forecast accuracy, with clear articulation of deal risk to sales leadership

• Lead quarterly account reviews and strategic planning sessions

• Drive commercial governance, deal quality and margin discipline through complex negotiations

• Contribute to QBRs, deal inspections and sales excellence initiatives

Essential

• Proven track record managing and growing complex enterprise or global accounts in a services setting, with high six- to seven-figure AOVs and £1m+ gross margin responsibility, delivering sustained account growth.

• Strong experience building relationships, with strong communication capability evidenced by engaging credibly at the C-suite level

• Experience leading multi-stakeholder transformation opportunities, with the ability to identify, develop and mobilise internal champions

• Experience developing and executing account strategies and growth plans that have generated identifiable pipeline or revenue

• High-quality discovery skills with the ability to uncover business problems, organisational drivers and personal motivations across multiple stakeholder layers

• Experience developing compelling business cases anchored in measurable customer outcomes

• Proven application of MEDDPICC (or directly comparable methodology) at a standard sufficient to qualify...