Lead Principal Strategist, Services Demand & Solutions

Working at AtlassianAtlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or return to an office as they reopen (unless it’s necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.Atlassian Advisory Services delivers practical solutions guidance to our largest customers, to help them plan and achieve transformational outcomes faster, resulting in exceptional value to their business from Atlassian's products.The Lead Principal Strategist, Services Demand and Solutions will lead the Services Sales strategy, positioning and enablement for Atlassian's Advisory Services offerings.

In this role you will:

• Shape the services solutions sales strategy jointly with Advisory Services leadership, and align with our Sales and Channel leaders to position and sell Atlassian solutions inclusive of our Channel Partner's services capabilities - as a complete solution offering.
• Develop standards providing clear guidelines and inspection points for the solutions services sales team.
• Engage with senior partners internally and within our customers early in the services funnel to develop a global sales motion that results in services opportunities for Atlassian and our Channel Partners.
• Work with Atlassian's internal sales teams to align dependencies between the software and services sales pipeline for the region, and develop reporting that ensure we understand at any time which opportunities are jointly in-flight and grow customer engagement in those opportunities to unlock customer uptake of Atlassian's enterprise services.
• Collaborate with senior leadership across Sales, Solutions Engineering, Channel and Advisory Services to understand a 360 view of customer needs and incoming demand for specific Atlassian solutions in the Enterprise space.
• Find and address gaps in service offerings based on customer feedback and market trends
• Partner with our Services Offer Manager to allow Advisory Services, Sales, Channel teams on new offerings or revamp of existing.
• Develop enablement, training sessions that help our Sales teams position Services in Atlassian's most strategic accounts (Platinum, Gold, Silver).

On your first day we'll need you to have:

• Experience selling and positioning services to large enterprise companies and successful results working in a sales overlay role in a similar company is required.
• 10+ years of sales experience and working within consulting organizations
• Experience defining and building a services sales organization
• Direct experience in leadership and has a demonstrated leadership philosophy
• Experience developing and explaining Business Cases / Return on investment studies
• Expertise in facilitating workshops with resources to develop quarterly, annual and 3 year strategic services roadmaps
• Demonstrated excellence in needs analysis, positioning, business justification, value proposition and return on investment
• Ability to travel up to 30% including international travel across AMER, EMEA and APAC.

You'll help to:

• Lead the services pre-sales process with the sales team to understand the customer's business and technical goals.
• Guide the global strategic planning annual and quarterly cycle for Services Sales offerings.
• Support a team of Advisory Services Solutions Sales Advocates supporting global Enterprise or Commercial/ Strategic Accounts Advocates across our solution markets Cloud, Agile&DevOps, ITSM, WM4A.
• Partner with Advisory Services, Sales and Solution Engineering Sales Engineering leadership to develop shared best practices for co-selling into the Enterprise.
• Have the ability to think through complex and complicated requirements across our services portfolio with a ability to customize solutions for our largest clients across our product/services portfolio.
• Have a deep level of professionalism whilst understanding account team and sales urgency for large dollar value opportunities.
• Guide consistency in our metrics and forecasting approach and strategic understanding of team members.

More about our teamThe Atlassian Advisory Services organization is a globally distributed team of Atlassian solutions advisors who are passionate about creating customer success. Solutions Engineers partners with the sales teams to provide technical solutions guidance to the customer throughout the sales cycle. TAMs are the post-sales advisory service to ensure that Atlassian's largest customers can build at scale with our products. The Practice Development team works with both our Cloud & Server product teams, along with external platform partners, to shape consulting delivery guidance and plans for our solutions partners. Atlassian University provides training & certification offerings to help our champions build their career and expertise on Atlassian products, and Sales Enablement extends that education to our sales and solutions partner teams.We are big on distributed remote collaboration and are passionate about our customer-first culture. Working in this team at Atlassian, you'll have a direct impact on millions of users, fast! You won't get frustrated with bureaucracy or slow decision-making, because we encourage innovative thinking. We don't just want to know your opinions, we want to see your ideas in action. We hire great people and then trust them to be great.Our perks & benefitsTo support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.About AtlassianThe world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we're motivated by a common goal: to unleash the potential of every team.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.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, explore our Candidate Resource Hub.