Senior Partner Manager, Au/Nz

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 driving Atlassian's Cloud first vision through the management of a portfolio of consulting, services, and reseller Partners. Australia is seen as an exciting market for our cloud platform in the Asia/Pacific region. As such, this role has the extremely meaningful responsibility for driving partners to 100% commit to Atlassian's cloud focus while delivering Scaled Agile, DevOps and Service Management solutions. Atlassian is growing and we are building out our channel with system integrator partners through the use of scaled technology enabled systems. We are looking for an outstanding individual who understands the channel business, and also understands how to align partners in a region to focus on cloud goals. Enabling partners through technology is crucial to the position, as is the ability to impact partners to align on Atlassian's goals of a SaaS future. This is a role based in Atlassian's Sydney office.
More about you:
Are you a highly motivated, analytically driven businessperson who views themselves as a thought leader in the region? You focus and support channel initiatives, but also keep an eye on the business as a whole ensuring that decisions align to our cloud first future. You have worked with Austalian partners directly and understand their culture and business needs to help motivate and build a successful partner. Although you have experience in the enterprise space at successful software companies, you don't like the go to market approaches of legacy vendors and want to rewrite the book on how business can be done. "Cloud, cloud, cloud!" is your motto, and partners enjoy working with you.
Key Results Area:

• Work with partners to deliver the Atlassian Channel business charter - to align our partners to be cloud focussed and be able to understand the critical importance of Atlassian's SaaS platform.
• Ability to speak authoritatively and lead all conversations about our SaaS solutions plus deftly answer questions on the platform.
• Highly knowledgeable about the Au/Nz region and cloud requirements of relevant vertical markets.
• Have an understanding of Atlassian products and talk with partners credibly about their solutions.
• Understand the partner's businesses, their products and their metrics.
• Perform a region gap analysis to identify which Atlassian solutions partners need more training and education on a specific platform or solution.

Main Activities:

• Focus the Large System Integrators on expertly providing an Atlassian cloud first solution.
• Be the first person who identifies local blockers against Cloud adoption including country-specific security standards and legislation and communicate them with appropriate internal Atlassian teams.
• Ensure partner engagement on Atlassian product campaigns and marketing activities.
• Make sure partner driven marketing activities promote Atlassian's cloud goals.
• Understand your partner's business and their products, building rapport and value in the working relationship.
• Work with the partners on sustaining a high level of customer satisfaction.

Key Skills:
To perform this job successfully, an individual must meet the minimum qualifications. The requirements listed below are representative of the knowledge, skill, and/or ability required:

• Minimum 8-10 years work experience in this market with a minimum of 5 years of enterprise software industry business development experience transforming cloud partners in the Agile, Devops or ITSM spaces.
• Ability to help educate partners to connect to customers through highly scaled activities that use technology enabled services.
• Demonstrates persistence and overcomes obstacles.
• Experience that demonstrates an ability to establish and maintain relationships effectively.
• Ability to thoroughly understand Southeast Asia system integrator / established tech consulting firms who focus on Scaled Agile, DevOps, and ITSM, and their true ability to deliver a solution, not just resell a license.
• Outgoing, self-motivated, organised, creative, respectful, with integrity and a can-do attitude.
• Professional oral and written communication skills in English and either Korean or Chinese

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 .