Global Head of Strategic Alliances

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.
Your future team:
The Global Alliances team is instrumental in expanding Atlassian's presence in key markets and industries, with a focus on enterprise customers. Working with a strategic partner across diverse solution areas requires a broad understanding of enterprise software channel business, including sales, strategy, and market development. Collaboration with sales, marketing, product development, and other teams is essential for success.
Atlassian is looking for an experienced Global Alliances leader for a General Manager role covering one of our most significant GSI partners. This role reports directly to the Head of Global Alliances, and will be responsible for growing incremental, measurable revenue on a global basis, across a diverse range of enterprise solutions built on the Atlassian Platform.
We are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, dynamic software business with over 250,000 paying customers, and millions of users around the globe. Many of these organizations acquire Atlassian tools through our network of partners - including a growing number of Global System Integrators (GSIs).
In this role, you will be responsible for partner engagement and go-to-market efforts, developing a robust pipeline of joint opportunities with some of our largest enterprise customers. Using your experience and leadership skills, you will deliver successful outcomes against our channel targets.
In this role, you will:
The Global Alliance: Head of Global Alliances role will work closely with the Atlassian leadership team - both channel & sales - to lead the strategy and ongoing improvement of our channel sales model and build a comprehensive approach to engaging with a leading GSI partner to accelerate our channel growth trajectory through the motions of our partner-facing functions.
You'll get to:

• Be the global lead responsible for all aspects of a critical global partnership
• Manage and develop a coverage model / operating framework working closely with our Channel field teams leadership
• Monitor, measure, and assess how your critical initiatives and investments are delivering results for the company
• Balance the partner strategic growth while delivering against in year targets ( in conjunction with Field Sales and Partner Solutions team)
• Be an advocate for Atlassian within partners' community becoming a trusted advisor for the partner
• Team with our Enterprise Sales, Solution Specialists, Partner Solutions teams on optimizing the co-selling motion
• Develop demand generation strategies across different product and solution areas
• Align with counterparts in the Channel field and program organizations to build and deliver a coordinated engagement model
• Collaborate with cross-functional teams, including Product, Marketing, Analytics, Finance, and others
• "Be the change you seek" and demonstrate leadership while helping Atlassian to continuously improve our ability to better serve our customers and partners

Your Background:
You want to be a part of something big. You enjoy pursuing challenges and making your mark. You are passionate about continuous learning and improvement, and you are excited about building out a scalable business.
Your decision process is a balance of vision and analytics, using data to inform your investments while still focusing on a long-term view. And you are an effective communicator in building your business case and getting organizational buy-in to support your recommendations.
On your first day, we'll expect you to have:

• Substantial experience in Alliance Management in a Services ecosystem
• A proven record of meeting or exceeding performance metrics - both sales/bookings as well as non-revenue targets
• Proven Success creating sales plays with multiple integrated partnerships ( IE SaaS provider, Hyperscaler, ISV)
• Experience building and managing Global Alliance partnerships through a data driven approach
• Strong communication skills - both through language and cultural understanding globally
• An understanding of how to deliver as a cross-functional leader by engaging with and influencing other groups within the organization
• The ability to focus and drive channel initiatives, but also keep an eye on the business as a whole
• Experience managing and growing an alliance team ( cultivating, coaching and providing escalation assistance)

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: $207,000 - $270,250
Zone B: $186,300 - $243,225
Zone C: $171,900 - $224,425
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 .