Strategic Account Director

This is a fully remote position, open to applicants in United Kingdom.

📋 Description

• Establish trusted executive relationships and determine client transformation priorities.

• Formulate long-term account strategies that enhance Valiantys’ value across customer organizations.

• Comprehend clients’ strategic goals, organizational structure, technology landscape, investment priorities, stakeholders, and competitive dynamics.

• Develop and implement account plans.

• Cultivate relationships across various levels within client organizations and foster executive sponsorship.

• Identify new buying centers and create a robust growth pipeline.

• Lead discovery sessions addressing clients’ primary challenges and aspirations.

• Collaborate with consulting and technical experts to craft strategically relevant, measurable value propositions.

• Shape opportunities related to enterprise transformation, ITSM/ESM, cloud, DevOps, platform strategy, AI, operational model changes, or managed services.

• Coordinate consulting, solution architecture, delivery, customer success, managed services, and executive leadership teams.

• Establish winning strategies and align teams around client outcomes.

• Partner with Atlassian and the broader partner ecosystem to broaden platform opportunities into transformation and service engagements.

• Ensure accurate forecasting, qualification, and opportunity management.

• Utilize MEDDPICC or a similar methodology in processes.

• Contribute to strategic account planning, regional strategies, and commercial reporting.

• Monitor portfolio performance and adjust priorities based on data, market signals, and customer engagement.

• Share insights, best practices, and market intelligence with the wider sales organization.

⛳️ Requirements

• At least 10 years of experience in building and closing significant consulting and professional services business.

• Demonstrated success in winning complex, high-value professional services, consulting, or transformation projects within enterprise organizations.

• Proven history of consistently achieving ambitious services revenue and bookings targets.

• Extensive experience in growing strategic accounts and generating substantial new revenue within existing client relationships.

• Ability to engage credibly with C-suite and senior executive stakeholders.

• Skill in transitioning between strategic business discussions and the commercial details necessary to finalize complex deals.

• Experience in creating opportunities where no formal requirements or RFPs previously existed.

• Strong commercial acumen in pricing, scope, margin, contracting, negotiation, and deal structuring.

• Capability to navigate complex organizations, political landscapes, and multi-stakeholder buying processes.

• Experience in orchestrating multidisciplinary teams for large pursuits.

• Proficient in forecasting, pipeline management, and opportunity qualification discipline.

• Background in technology consulting, digital transformation, enterprise service management, ITSM, cloud, DevOps, AI transformation, or the Atlassian ecosystem would be highly advantageous.

• Excellent collaboration skills with the ability to align consultants, delivery teams, partners, and executives around a common opportunity.

🏝️ Benefits

• An international, multicultural team with a genuinely European focus.

• A flexible telework program.

• Comprehensive personal dental plan and health insurance fully covered by Valiantys.

• Choice between PC or Mac.

• Allocated training time and budget to support your professional development.