Partner Manager - Carahsoft

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.Your future team:Atlassian is growing the team that builds our public sector channel relationships with our government partners. The Aggregator Manager is responsible for managing Atlassian's largest global partner. Our government aggregator acts as an extension of Atlassian's direct government team. The Manager will be responsible for growing Atlassian's market share in the public sector, through our aggregator. We are looking for an exceptional individual who understands the channel business, and has strong experience and understanding of the public sector market.More about you:You are a highly motivated, analytically driven businessperson with the ability to identify, recruit and make successful Partners within the public sector. You bring knowledge of the government market, both federal and state and local, and partners as they pertain to Atlassian Solutions. You focus and lead channel initiatives, but also keep an eye on the business as a whole ensuring that decisions are made with future growth in mind. You have worked with Partners directly and understand their culture and business needs to help motivate and build a successful partnership. 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.

What you'll do:

• Craft Aggregator strategy and Enablement
• Understand and develop relationships between Atlassian solution partners and corporate resellers, and government aggregator
• Distribute sales and service lead to the aggregator
• Ensure partner engagement on product campaigns and marketing activities
• Grow license sales through aggregator and show business impact
• Collaborate with other channel managers, enablement, sales, programs, and other key functions for partner success

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

• On your first day, we'll expect you to have:
• Minimum 5-10 years work experience with a minimum of 2-3 years of managing public sector partners
• Experience that demonstrates an ability to establish and maintain relationships effectively
• Ability to profile, find and sign government partnerships
• Strong knowledge of government contracting

Key results areas:

• Lead aggregator to deliver the Atlassian Channel business charter - grow aggregator relationship to service and support our customers, and be Atlassian's megaphone to the world.
• Create a business plan on how to develop the public sector business to achieve sales targets, including specific goals
• Have a working understanding of Atlassian products and can present/speak to the value they deliver to customers and partners
• Understand the aggregators businesses, their products and their metrics.
• Develop MDF (marketing development funds) plans for the region to support Atlassian marketing objectives
• Document aggregator pipeline and support customer opportunities
• Team with internal Atlassian Government Sales Teams and Solution Partners for coverage of enterprise customers

More about our team:The public sector team is a diverse group with experience in sales, marketing and technical roles. Our culture values openness, creativity, integrity and applying Atlassian Values to our interactions. We have experienced public sector business in a variety of companies, and are crafting a new way of building our business compared to legacy vendors. All of this creates huge opportunity for our government partners that are adding to Atlassian's flywheel sales model. Understanding that change is constant and responding with excitement about developing partners to succeed makes you an excellent fit for this role.#LI-Remote#LI-AK2Our 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.To learn more about our culture and hiring process, explore our Candidate Resource Hub.