Enterprise Channel Manager (Remote) at Atlassian

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Atlassian can hire people in any country where we have a legal entity, assuming candidates have eligible working rights and a sufficient timezone overlap with their team. As our offices re-open, Atlassians can choose to work remotely or return to an office, unless it’s necessary for the role to be performed in the office. 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 180,000 paying customers, hundreds of sales and implementation partners, and millions of users around the globe. Our culture is open, welcoming, collaborative, and passionately focused on our customers’ success.

Our Channel team builds and implements an effective sales strategy for our Partners. They drive the adoption of select products and services to our largest customers through Solution Partners. At the same time, we want you to be a partner to our Strategic Advocates that lead accounts in this cohort. Providing seamless communication across Customer, Partner and Advocate through the sales cycle and after, ensuring that our product experience to our customers is exceptional and our Partners have the support they need to be successful. You will work within a territory comprised of named accounts, led by a Strategic Advocate team and will work arm-in-arm with partners that are engaged at these accounts. You'll do all of this in tight coordination with our Regional Channel Managers, Product Specialists, Business Development and Marketing organization.

There is simply not a more exciting and impactful enterprise opportunity for a Channel Manager anywhere. Is this the opportunity for you?

In this role, you'll get to:

  • Define and implement a clear vision for your territory and plan/communicate regularly on funnel/account/territory status, resource requirements, challenges, and successes.
  • Work cross-functionally with other parts of the Atlassian Team (EAs, SEs, inside sales, marketing, services, support, product management, and finance/legal) to ensure expectations and goals are defined, met and attained in creating and closing opportunities from the engaged Partners.
  • Partner, partner, partner - outstanding accomplishments are the result of great teamwork, and success at the enterprise level “takes a community”. Work closely and openly with Atlassian Channel management as well as directly with our partners who range from the world’s largest IT service providers to other sales and service firms of all shapes and sizes.
  • Regularly leverage leading tools and technology – Salesforce, the G-Suite, Slack, Zoom, etc – to work effectively both virtually/remotely and on-premise
  • “Be the change you seek” and demonstrate unselfish leadership while helping Atlassian to continuously improve our ability to better serve our marketplace.
  • And never, ever &@%# the customer.

On your first day, we'll expect you to have:

  • Proven track record of over-plan sales and channel growth
  • 5-10 years enterprise/channel selling experience working in field sales through Solution Partners or in a Channel Management role for enterprise software companies focused on Digital Transformation, agile PPM, ERP, BI, or other enterprise solution.
  • A history of working effectively in multi-channel, multi-product firms where internal/external bridge-building and partnering is an essential quality.
  • Excellent business insight! Understanding of how to position, sell and negotiate value, calculate return on investment, and strategic selling.
  • Mastered executive communication, but also feel comfortable working with technology evaluation and procurement teams.
  • While highly proficient and confident, you remain coachable and strive to be the very best. Your ego is fully in-check.
  • Working closely with our Strategic Enterprise Advocates
  • An extreme sense of responsibility and accountability. We have ambitious goals and need you to execute relentlessly to “get stuff done”.

More about Atlassian

Creating software that empowers everyone from small startups to the who’s who of tech is why we’re here. We build tools like Jira, Confluence, Bitbucket, and Trello to help teams across the world become more nimble, creative, and aligned—collaboration is the heart of every product we dream of at Atlassian. From Amsterdam and Austin, to Sydney and San Francisco, we’re looking for people who want to write the future and who believe that we can accomplish so much more together than apart. At Atlassian, we’re committed to an environment where everyone has the autonomy and freedom to thrive, as well as the support of like-minded colleagues who are motivated by a common goal to: Unleash the potential of every team.

Additional Information

We believe that the unique contributions of all Atlassians is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of 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.

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Technology we use

  • Engineering
  • Product
  • Sales & Marketing
    • JavaLanguages
    • JavascriptLanguages
    • PythonLanguages
    • SqlLanguages
    • jQueryLibraries
    • ReactLibraries
    • ReduxLibraries
    • AngularJSFrameworks
    • Backbone.jsFrameworks
    • DjangoFrameworks
    • Node.jsFrameworks
    • Ruby on RailsFrameworks
    • MongoDBDatabases
    • MySQLDatabases
    • Google AnalyticsAnalytics
    • IllustratorDesign
    • InVisionDesign
    • PhotoshopDesign
    • SketchDesign
    • ConfluenceManagement
    • JIRAManagement
    • TrelloManagement
    • WordpressCMS
    • SalesforceCRM
    • SendGridEmail

An Insider's view of Atlassian

What's something quirky about your company?

Atlassian creates a culture that sees and understands employees as humans. We take time to celebrate how weird we all are, and it shows in the work we do.

Kesha

Product Marketing Manager

What is your vision for the company?

As the world gets eaten be software, Atlassian plays a foundational role: how do we help knowledge leaders articulate how business operates today? How do we engage 'visioneers' to help reimagine an analog process into something digital? And how do we ensure that we enable developers to be as productive and effective as possible?

Noah Wasmer

Head of Tech Teams

What are Atlassian Perks + Benefits

Atlassian Benefits Overview

Our offices are open, highly collaborative and yes, fun! To support you at work (and play) we offer some fantastic perks: ample time off to relax and recharge, five paid volunteer days a year for your favorite cause, plenty of food and drinks, ergonomic workstations, employer-paid insurance coverage for you and your family, pension and more.

We're a global company and each of our office locations also has its own unique perks and benefits. Some of our benefits vary slightly by location.

Culture
Volunteer in local community
Partners with Nonprofits
Friends outside of work
Eat lunch together
Open door policy
Team owned deliverables
Team based strategic planning
Group brainstorming sessions
Pair programming
Open office floor plan
Diversity
Documented equal pay policy
Dedicated Diversity/Inclusion Staff
Unconscious bias training
Diversity manifesto
Someone's primary function is managing the company’s diversity and inclusion initiatives
Mean gender pay gap below 10%
Health Insurance & Wellness Benefits
Flexible Spending Account (FSA)
Disability Insurance
Dental Benefits
Vision Benefits
Health Insurance Benefits
Life Insurance
Wellness Programs
Team workouts
Retirement & Stock Options Benefits
401(K)
401(K) Matching
Company Equity
Performance Bonus
Match charitable contributions
Child Care & Parental Leave Benefits
Child Care Benefits
Generous Parental Leave
Flexible Work Schedule
Remote Work Program
Family Medical Leave
Adoption Assistance
Company sponsored family events
Vacation & Time Off Benefits
Unlimited Vacation Policy
Paid Volunteer Time
Paid Holidays
Perks & Discounts
Beer on Tap
Casual Dress
Commuter Benefits
Company Outings
Free Daily Meals
Game Room
Stocked Kitchen
Happy Hours
Parking
Pet Friendly
Relocation Assistance
Professional Development Benefits
Job Training & Conferences
Tuition Reimbursement
Diversity Program
Lunch and learns
Cross functional training encouraged
Promote from within
Mentorship program
Continuing Education stipend
Time allotted for learning
Online course subscriptions available
Customized development tracks
Paid industry certifications
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