Partner Manager - Australia and New Zealand

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.

• The Partner Manager's primary responsibility is to focus on extending Atlassian business model through the recruitment and development of a portfolio of Consulting & Services-focus Partners whose primary businesses built around Atlassian products.
• Partner Managers are responsible for consulting, enabling, and shaping partners to build Atlassian mind and market share in the region by doing, executing, and retrospecting partner business plans in short/long-term.
• Partner Managers serve as in-field experts, relied upon by other areas of the Atlassian organization, including Product Marketing, Product Management and Advocates for guidance on scaling Atlassian presence.
• Partner Manager ensures the health and growth of Atlassian regions, segments and partnerships and provides guidance to the Go-To-Market.
• Partner Manager organises internal and partner resources to effectively expand and establish a presence in targeted customer territories and segments.

The partner manager must be able to manage Australian's largest, most tenured partners in APAC, which are HQ'ed in Australia.
Craft Competencies

• Experience
  
  • Managing Atlassian Solution Partners - 3+ years
  • Working with Atlassian's business systems and go-to-market model - 5+ years
  • Commercial acumen developed working with tier 1 software vendor - 10+ years
• Building a Business Case
  
  • Identifies strategic or high-impact business issues/opportunities and articulates the rationale for initiating a project or change.
  • Collaborates with and coaches colleagues in other departments to develop and assess the viability of potential strategies to address business issues/opportunities.
  • Develops recommendations and presents the business case for change, including viability of solution, implementation considerations, and an implementation roadmap.
• Business Partnership & Consulting
  
  • Advises key stakeholders by continuously helping them to successfully navigate through business changes.
  • Utilizes deep expertise and context to explore complex issues with partners and provide advice.
  • Serves as a subject matter expert to others on new ideas and solutions that will improve current business processes and address challenges, and leverages other subject matter experts as needed to develop solutions.
• Account Planning
  
  • Builds deep and broad connections in the partner account, creating, strengthening, and protecting the relationship.
  • Champions the partner strategy and the mutual goals with Atlassian internally, linking activities to achieve these goals, while assuring value to Atlassian.
  • Gains access to executive-level decision makers to develop relationships and generate both short- and long-term mutual opportunities.
  • Conducts business reviews to demonstrate and drive best practice.
  • Develops new ideas about how to grow the Atlassian business with partners in terms of customer satisfaction, loyalty, revenue, and margin.
• Data Analysis
  
  • Guides others to collect information and analyze complex data and business problems; identifies trends and uses data-driven insights to make recommendations.
• Market, Industry, and Competitive Knowledge
  
  • Uses knowledge of competition and industry trends to identify the features which differentiate partner's organization from the competition.
  • Identifies various types of indirect and direct competition for a given market. Speaks about Atlassian at trade shows, seminars and conferences.

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 .