Cloud Alliance Manager, AWS (AMER West)

Working at Atlassian
Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
About Your Role
The primary focus of the Cloud Alliance Manager, AWS (AMER West) is to develop a go-to-market ("GTM") plan that will accelerate the adoption of Atlassian's cloud based solutions through our partnerships with AWS and a portfolio of our top Atlassian partners focused on US West and Latam.
The Cloud Alliance Manager, AWS is responsible for leading our AWS + Atlassian co-sell strategy and to build Atlassian + AWS mind and market share.
We are looking for an experienced leader that can develop collaborative relationships with C-suite partner executives. A builder at heart, you will empower Atlassian partners to build new GTM motions leveraging the sales network and market position of AWS in line with expert Atlassian sellers to deliver on our shared strategic partnership goals.
Your impact in AMER will be driven through a collaborative co-sell territory plan that brings together Atlassian solution partners and Atlassian sellers to market, sell and deploy our innovative cloud product portfolio. Keeping a pulse on the business, you will regularly prepare and present business reviews to senior leadership, communicate market realities, partner needs and strategic recommendations earning the trust and support of executive stakeholders, both internally and externally.
In this role, you will:

• Responsibility of the US West and Latam Go To Market plan includes defining partner development priorities, collaborating on joint marketing roadmaps and balancing regional challenges/opportunities with Atlassian's global AWS strategy
• Collaborate with sales and partner leaders to develop a sales plan to accelerate adoption of Atlassian's cloud product offerings in your territory
• Identify and execute GTM sales plays and focus initiatives to drive sales pipeline for AWS + Atlassian
• Actively manage sales performance, relationships and accountability with key focus partners and AWS
• Manage lead sharing, facilitate introductions and conduct pipeline reviews with AWS, Atlassian sellers and partners to progress deals and facilitate additional AWS + Atlassian resources & deal support
• Have a solid understanding of Atlassian products and their positioning and can present/speak at local partner and community events
• Drive the AWS partner performance in coordination with Atlassian's enterprise account teams to align on a unified go-to-market approach

• You have worked for at least 7 years in the enterprise software industry and have successfully build and managed channel businesses/partners
• You are a change agent, comfortable working in dynamic environments and driving results
• You are a highly motivated, analytically driven leader and experienced leading x-functional teams
• You are comfortable challenging go-to-market approaches & capable of driving change
• You love working in a fast-paced environment

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: $176,400 - $230,300
Zone B: $159,300 - $207,975
Zone C: $146,700 - $191,525
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.
Benefits & Perks
Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits .
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 .