Overview
Atlassian’s partner network is committed to helping unleash the potential of every team. Our partners complement Atlassian business with consulting, implementation services, and unique solutions, including industry specializations and geographic coverage that help our customers better use – and expand their use of – Atlassian products. As our primary services arm, we count on our partners to help our customers succeed.
The Atlassian US Commercial Channel team is responsible for a best-in-class community of advanced Solution Partners with deep expertise in Atlassian System of Work. We leverage the Atlassian Solution Partner Program and Atlassian cloud platform to develop meaningful business practices with partners that deliver out-sized customer impact.
The Partner Development Manager collaborates effectively both internally and externally to develop and drive a high-impact joint business practices with leading enterprise systems integrators that accelerate Atlassian customer success and business objectives.
Responsibilities
Work you’ll do
- Recruit and activate a leading Global and Regional System Integrators to accelerate the Atlassian customer sales and success objectives in the US Commercial market.
- Create a territory recruitment plan in collaboration with Head of Next Gen Partners, channel leaders and the assigned partner account team.
- Leverage enterprise value-based selling techniques to strategically recruit the right partners that results in reduced time to activation and increase in mutual business impact.
- Build a business case-driven activation plan with the partner solution architects, partner marketing managers and other overlay supporting teams.
- Perform constant discovery of system integrator partner needs from Atlassian, best practices, and effectively report feedback to inform our enterprise channel strategy.
Key results to deliver
- Complete compelling and long term joint business cases with approved enterprise system integrators
- Activate joint GTM to generate partner influenced cloud pipeline and ACV in collaboration with cross functional team members across sales, solution architecture, marketing and GTM.
- Partner with Atlassian solution specialists to build differentiated partner solution practices that deliver customer outcomes.
Qualifications
- 10 years of experience in enterprise SaaS channel and alliances
- 5 years of experience in recruitment and development of GSI and Large RSI Partner Services Practices.
- Demonstrated expertise in value-based selling and partner business case development
- Passionate team player, obsessed with learning new things and strong communication skills
- This role requires 30-40% travel
Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
Zone A: $193,500 - $258,000
Zone B: $174,200 - $232,200
Zone C: $160,600 - $214,100
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
Our Perks & Benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
About Atlassian
At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .
