Channel Manager, Atlassian Partnerships

At SmartBear, we believe building great software starts with quality – and we’re helping our customers make that happen every day. Our solutions bring visibility and automation to software development, making it easier for teams to deliver high-quality software faster. SmartBear is trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft. 

Channel Manager, Atlassian Partnerships 

• Accelerate revenue growth across the Atlassian ecosystem through strategic partner enablement 

• Grow and scale partnerships with Atlassian Solution Partners through partner recruitment, structured sales and technical enablement, co-marketing and co‑selling activity. 

• Be an advocate and leader for Smartbear across the Atlassian ecosystem in EMEA by participating in Atlassian community activity, active participant at Atlassian regional events and thought leader in solution areas across the Atlassian partner community 

About the Role

As the Channel Manager for Atlassian Partnerships, you will lead SmartBear’s regional partner activity across EMEA. You will oversee and scale the solution partner community using channel enablement team, driving readiness, certifications, co-selling motions, and partner marketing initiatives. You will accelerate Marketplace growth by driving partner awareness, improving adoption, encouraging partner service development and strengthening the SmartBear presence in region. Additionally, you will advise on regional partner program needs including partner tiering, incentive models, and operational frameworks while maintaining strong alignment with product, marketing, and revenue leadership. In this role, you will serve as the primary steward of EMEA partner performance, regional coverage, and Marketplace KPIs, delivering strategic insights and recommendations to senior leadership. 

We are looking for you if you have  

• 5+ years of leadership experience in strategic partnerships, channel sales, or marketplace growth roles.  
• Deep understanding of the Atlassian ecosystem, including Solution Partner network and Marketplace dynamics.  
• Proven success building and scaling partner relationships that drive measurable revenue growth. 
• Strong communication, executive‑level presentation, and stakeholder‑influencing skills.  
• Experience designing enablement content, certifications, and training curricula.  
• Analytical mindset with the ability to interpret KPIs and use data to optimize partner performance. 

Nice to have: 

• Existing relationships within the Atlassian Solution Partner community 
• Experience with SaaS marketplace business models (Atlassian, AWS, Salesforce, Microsoft, etc.) 
• Background in sales or sales engineering for developer or IT tools 
• Familiarity with SmartBear's product portfolio 
• Atlassian product certifications 
• Experience with partner relationship management (PRM) platforms 

Why you should join the SmartBear crew:  

• You can grow your career at every level.  
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.  
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.  
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person. 
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes. 

Did you know?  

• Our main goal at SmartBear is to make our technology-driven world a better place.  
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.  
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.  
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work. 

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminate on the basis of race, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.