Principal Partner Solutions Strategist - ITSM, AMER

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.
At Atlassian, we are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, fast-growing software business with over 300,000 paying customers, and millions of users around the globe. Many of these organisations acquire Atlassian tools through our global network of partners, who deliver a diverse range of enterprise solutions - such as those powered by our Jira Service Management (JSM) product, where Atlassian and our partners are working to disrupt the current Service Management market space.
We are seeking a highly experienced Principal Partner Solutions Strategist for a key role within our Partner Solutions Acceleration team. This individual will drive our AMER Service Management Partner Solutions strategy, capability and channel development. By taking a macro view, you will establish a plan to drive partner capability, and drive expansion of the partner community. You will collaborate with the Channel Teams and Partner managers, Marketing, Sales, Solution Architects and play a key part in a global team dedicated to ensuring the success of partners both new and existing in one of our fastest growing segments.
There is simply not a more exciting and impactful service management practice building opportunity anywhere. Is this the opportunity for you?

• Establish a regional capability and enablement strategy in collaboration with Regional Solution Strategists/Architects, Channel, Programs, Sales, Product and Marketing team to grow and accelerate our Service Management partner eco-system.
• Provide leadership, guidance and work collaboratively with Atlassian partners to create packaged implementation of ITSM/ESM services, solutions/offerings and GTM strategy based on JSM.
• Conduct JSM capability and enablement workshops with partners.
• Collaborate with Solution Partners in designing (co-sell) and delivering (co-delivery) customer deals.
• Deliver Thought Leadership on Atlassian capabilities at industry events.
• Lead AMER channel efforts focused on Service Management Solution market success.
• Team with Enterprise Sales on educating them on partner capabilities and optimizing the co-selling motion.
• Align and collaborate with counterparts in the Product, Channel and Sales organization to drive results.
• Collaborate across Atlassian to build and deliver a coordinated capability model.

• You have 10+ years of product, consulting and sales experience within the ITSM/ESM, Digital Transformation and other enterprise solutions.
• A history of working effectively in matrix organization where internal/external bridge-building and partnering is an essential quality.
• Good to have experience working with Partners.
• Excellent business insight with outcome driven approach! Understanding of how to position and sell value, calculate return on investment, and consultative selling.
• Mastered executive communication, but also feel comfortable conducting workshops and working with technology teams.
• While highly proficient and confident, you remain coachable and strive to be the very best. Your ego is fully in-check.
• You will focus and drive service management channel and thought leadership initiatives, but also keep an eye on the business as a whole.
• You bring a proven record of meeting or exceeding performance metrics - both sales as well as non-revenue targets.
• An extreme sense of responsibility and accountability. We have ambitious goals and need you to execute relentlessly to "get stuff done".

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: $175,500 - $234,000
Zone B: $158,000 - $210,600
Zone C: $145,700 - $194,200
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.
For San Francisco Only: Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.
To learn more about our culture and hiring process, visit go.atlassian.com/crh