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The Strategic Account Director owns 3–5 strategically important enterprise customers, responsible for multi-year growth strategies, deep executive relationships, and positioning Adaptavist as a long-term transformation partner while orchestrating cross-functional teams to grow wallet share. They own multi-year growth plans, build executive relationships, identify whitespace, and generate pipeline through value-based selling while coordinating Sales, Presales, Delivery, Customer Success and partners. They develop customer-centric points of view, conduct structured discovery, and build compelling business cases and value realization plans anchored in outcomes across areas such as Developer Experience, Toolchain Modernisation, AI Adoption, Compliance and Change Assurance, and Cloud Migration. They apply MEDDPICC to qualify opportunities and progress deals to a consistent standard, generating pipeline via executive engagement, account-based selling and partner collaboration, while managing stakeholder relationships and building internal champions with direct access to Economic Buyers and C-suite sponsors. They lead partner ecosystem strategies, executing co-sell deals and margin management to position Adaptavist as the preferred services partner, while maintaining CRM hygiene, forecast accuracy, quarterly reviews, and contributing to QBRs, deal inspections, and sales excellence initiatives.

The Sales Specialist – DevOps & Developer Experience helps DACH customers modernize how software is planned, built, secured, deployed and operated, acting as a trusted advisor across Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability and AI-enabled delivery. They create and develop specialist sales pipelines aligned to DevOps and software delivery transformation, identifying opportunities across the listed domains and building territory and account plans for sustainable growth. They engage senior leaders to understand priorities, run discovery and maturity assessments, analyze operating models and bottlenecks, and develop business cases, transformation roadmaps and outcome-based recommendations. They own opportunities from qualification through closure using MEDDPICC, lead complex engagements, craft compelling proposals and value-based business cases, and coordinate cross-functional teams to negotiate contracts and deliver outcomes. They cultivate partner ecosystems (e.g., Atlassian, GitLab, Harness, AWS, Datadog, IBM, Red Hat), drive co-sell motions, develop market-facing thought leadership, and position Adaptavist as a leading provider of DevOps and software engineering transformation.

In Köln wird zum nächstmöglichen Zeitpunkt ein Werkstudent (m/w/d) im Bereich Consulting gesucht, der ab dem ersten Tag ein vollwertiges Teammitglied ist. Du arbeitest aktiv in Kundenprojekten mit und hast die Möglichkeit, fachliche und persönliche Fähigkeiten gezielt weiterzuentwickeln. Gesucht wird ein Student der Wirtschafts- oder Medieninformatik, Betriebswirtschaftslehre oder eines vergleichbaren technischen Studiengangs, der einen praktischen Ausgleich zum Studium sucht. Im Alltag analysierst du Kundenanforderungen, konzipierst Lösungsszenarien, bewertest Alternativen und führst Konfigurationsleistungen im Rahmen digitaler Transformationsprojekte durch. Du unterstützt bei der Lösungseinführung, erstellst Projektpläne, Aufwandsschätzungen und Budgetplanungen und wirkst bei der Konzipierung sowie Kalkulation neuer Beratungsleistungen, Angebote und Pakete mit.