Sales Specialist (DACH) - DevOps & DevEx
####公司描述 **在 Adaptavist Group** [The Adaptavist group] (https://www.theadaptavistgroup.com/) 是一个共同目标的全球企业家族。我们结合了团队合作，技术和流程的最佳效果，帮助今天和明天各类企业变得更好。我们是为提供企业软件，定制解决方案以及一些世界上最可信赖的科技生态系统提供质量服务的专家。包括 Atlassian,AWS,Slack,GitLab,Monday.com 和 Aha!我们使改变发生。从任何地方。**我们提供的东西** 我们提供非常慷慨的假期补贴 (PTO),信任你可以享受适合个人生活的假期，以及灵活的工作时间，使你能够在最适合你和团队时工作。我们为所有员工提供 MacBook 和对完全远程工作者来设置家办公室的额外支持。我们的特殊的 Time Away 政策包括26周全薪休息给生育父母，13周给未生育父母以及延长假日收养，IVF,代孕，选择性卵子结，以及更年月经，月经，内膜异位症和 PCOS 等妇女健康需求。我们的可靠，灵活，远程先的工作方式意味着工作可以围绕你的生活而不是你在工作中生活.####* 职位描述** 你将做什么**销售专家 DevOps & Developer Experience 负责帮助客户现代化设计，构建，安全，部署和运营软件的方式。这个角色是专业顾问，重点关注开发人员体验，平台工程，DevSecOps,云原生工程，观察性和人工智能支持的软件交付。这一职位需要深入了解现代软件工程实践，开发人员生产力，平台操作模型和软件交付转型。销售专家与战略账户管理员和合作团队一起确定机会，塑造客户转型策略并领导复杂的专业参与。成功的销售专业人士被公认为是软件工程和 DevOps 转型方面的可信顾问，帮助客户提高开发人员生产率，加速软件交货，加强安全性，现代化工程实践并解锁可测量的商业成果**我们正在寻找什么 **专业管道生产和市场发展** - 创建和开发
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#### Company Description
**Working at The Adaptavist Group**
[The Adaptavist Group](https://www.theadaptavistgroup.com/) is a global family of companies with a common goal. We combine the best of teamwork, technology, and processes, helping all kinds of businesses be better today and tomorrow.
We are experts at delivering enterprise software, tailored solutions, and quality services across some of the world’s most trusted technology ecosystems, including Atlassian, AWS, Slack, GitLab, monday.com and Aha!
We make change happen. From anywhere.
**What we offer you**
We offer a very generous holiday (PTO) allowance, trusting you to take vacation time that suits your personal life, alongside flexible working hours that empower you to work when it best fits you and your team. We provide MacBooks to all employees and additional support for fully remote workers to set up their home offices.
Our exceptional Time Away Policy includes 26 weeks of fully paid leave for birthing parents, 13 weeks for non-birthing parents, and extended leave for adoption, IVF, surrogacy, elective egg freezing, and women's health needs such as menopause, menstruation, endometriosis, and PCOS.
Our trusting, flexible, remote-first way of working means that work can fit around your life, rather than your life fitting around work.
#### Job Description
**What you'll be doing**
The Sales Specialist – DevOps & Developer Experience is responsible for helping customers modernise how software is planned, built, secured, deployed and operated across the DACH region.
This role acts as a specialist advisor focused on Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability and AI-enabled software delivery.
This role requires a deep understanding of modern software engineering practices, developer productivity, platform operating models and software delivery transformation.
The Sales Specialist works alongside Strategic Account Managers and partner teams to identify opportunities, shape customer transformation strategies and lead complex specialist engagements.
A successful Sales Specialist is recognised as a trusted advisor in software engineering and DevOps transformation, helping customers improve developer productivity, accelerate software delivery, strengthen security, modernise engineering practices and unlock measurable business outcomes.
**What we're looking for**
**Specialist Pipeline Generation & Market Development**
- Create and develop a specialist sales pipeline aligned to DevOps, Developer Experience and software delivery transformation initiatives.
- Identify, qualify and pursue opportunities across Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability, and AI-assisted Software Delivery and Software Supply Chain Security.
- Develop customer-specific hypotheses, transformation opportunities and executive points of view that align engineering challenges with strategic business outcomes.
- Build and execute territory and account plans that drive sustainable pipeline growth and specialist revenue opportunities.
- Generate opportunities through executive workshops, partner collaboration, industry engagement and thought leadership activities.
- Collaborate with Strategic Account Managers and Partner Managers to uncover opportunities within existing and prospective customers.
**Customer Advisory & Transformation Consulting**
- Engage with CIOs, CTOs, Heads of Engineering, Platform Leaders and other executive stakeholders to understand organisational priorities and software delivery challenges.
- Lead discovery workshops, engineering assessments and maturity assessments to identify opportunities for DevOps and developer productivity transformation.
- Analyse engineering operating models, software delivery processes, platform capabilities and organisational bottlenecks to uncover improvement opportunities.
- Develop business cases, transformation roadmaps and outcome-based recommendations that support customer decision-making.
- Act as a trusted advisor, helping customers modernise engineering practices, improve developer experience, accelerate software delivery and strengthen operational resilience.
**Opportunity Leadership & Sales Execution**
- Own specialist sales opportunities from qualification through to successful closure.
- Apply MEDDPICC qualification methodology to ensure opportunity quality, forecasting accuracy and deal progression.
- Lead complex sales engagements involving multiple stakeholders, engineering teams, platform organisations and technical requirements.
- Build compelling commercial proposals, transformation propositions and value-based business cases.
- Coordinate internal resources, including Strategic Account Management, Pre-sales, Field CTO, Delivery and Practice teams to create winning customer solutions.
- Conduct commercial negotiations and support contract discussions to achieve successful customer outcomes.
- Develop compelling customer value propositions that clearly articulate business, engineering and operational impact.
**Partner Ecosystem Development**
- Develop strategic relationships with Atlassian, GitLab, Harness, AWS, Datadog, IBM, Red Hat and broader ecosystem partners to drive joint pipeline creation and revenue growth.
- Execute co-sell motions and identify partner-led opportunities within target markets.
- Collaborate on joint go-to-market initiatives, campaigns and customer engagement strategies.
- Establish strong relationships with partner sales, solution engineering and leadership teams to maximise market impact.
- Position Adaptavist as the preferred partner for DevOps, Developer Experience and software engineering transformation initiatives.
**Thought Leadership & Market Presence**
- Maintain deep expertise in Developer Experience, Platform Engineering, DevSecOps, Cloud Native Engineering, Observability, AI-enabled Software Delivery and Software Supply Chain Security.
- Act as a recognised subject matter expert and trusted voice within customer engagements and industry discussions.
- Support customer events, executive briefings, webinars and industry forums.
- Develop market-facing insights, thought leadership content and points of view that position the organisation as a leader in software engineering and DevOps transformation.
- Share industry insights, emerging trends and best practices with customers, partners and internal stakeholders.
- Stay current with evolving software engineering practices, competitive developments and changing customer requirements.
#### Qualifications
**Essential**
- Proven experience selling enterprise software, consulting or transformation solutions within software engineering, DevOps or cloud technology environments.
- Strong knowledge of Developer Experience, DevOps and modern software engineering practices.
- Experience leading executive-level discovery conversations, workshops and strategic customer engagements.
- Ability to build business cases, value propositions and transformation roadmaps aligned to engineering and business outcomes.
- Demonstrable experience managing complex enterprise sales cycles involving multiple stakeholders and technical decision-makers.
- Experience applying structured sales methodologies such as MEDDPICC.
- Strong commercial negotiation, stakeholder management and influencing skills.
- Experience working with technology partners and co-sell motions.
- Excellent presentation and communication skills with both technical and business audiences.
- Strong understanding of modern software development lifecycle practices, cloud-native architectures and engineering transformation initiatives.
**Desirable**
- Experience with Atlassian, GitLab, Harness, Datadog, Chainguard, AWS, IBM, Red Hat or similar technology ecosystems.
- Knowledge of Platform Engineering, DevSecOps, Cloud Native Engineering and Observability practices.
- Experience supporting cloud migration, application modernisation or engineering transformation programmes.
- Background in software engineering, solution architecture, consulting or technical sales.
- Understanding of developer productivity measurement, platform operating models and software delivery performance frameworks.
- Familiarity with AI-enabled software development, automation and emerging software engineering technologies.
- Fluent in both English and German.
#### Additional Information
Not ticking every box? That’s totally okay! Studies show that women and people of colour might hesitate to apply unless they meet every single requirement. At The Adaptavist Group, we’re dedicated to creating a diverse and welcoming team. If you’re passionate about this role and keen to learn and grow with us, we encourage you to apply, even if you don’t have everything that's listed just yet.
Drop us your application, we’d love to hear from you!
**What to expect**
We have published some support on Interviewing with us to try to alleviate any pre-interview anxieties, here you’ll find information to help you prepare and ace an interview at TAG.
[You can read them here](https://www.theadaptavistgroup.com/careers/interview-experience)