Partner Manager

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.The Partner Manager's primary responsibility is to focus on extending Atlassian's business model through the recruitment and development of a portfolio of named managed Solution Partners. The Partner Manager will grow and shape Partners to build Atlassian's mind and market share in the US Commercial market. We are looking for someone who understands how to navigate a growing channel business and how to build Partner's business.More about youYou are a highly motivated, analytically driven business person who can work independently and play as a team. You have proven and demonstrated success in channel management and Enterprise solution sales. You focus and lead channel projects, 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 needs to help motivate and build a successful Partner. You have experience in the enterprise space at successful Enterprise 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. "Enable, and Co-Sell" is your motto, and Partners actually enjoy building business plans with you and the teams we support internally.

Your background:

• 10+ years of enterprise software industry experience recruiting, enabling, and developing value-added solution focused Partners or related channel business, preferably with Cloud, SaaS, ITSM, DevOps, and Agile focused partners
• Experience that demonstrates an ability to establish and maintain relationships effectively
• Be a strategic coach for building a business plan with Partner Principals but also a tactical resource in the field for Partner Account Teams
• Outgoing, self-motivated, organized, creative, respectful, high level of integrity, and with a can-do attitude
• Exceptional oral and written communication skills

What you'll be doing:

• Manage sales and service lead distribution to the most appropriate Partner
• Grow subscription sales in managed Partners and show business impact through a portfolio of new and existing Partners
• Ensure Partner engagement on product campaigns and marketing activities
• Understand and develop their Partners business and their products, building rapport and value in the working relationship
• Sustain a high level of customer satisfaction
• Collaborate with other Partner managers, enablement, sales, programs, and other key functions for Partner success in the region
• Identify, recruit and enable new Partners to deliver the program's goals

Key Result Areas:

• Manage Partners to deliver the Atlassian Channel business charter - to grow the customer community, to service our customers, and to be Atlassian's megaphone to the world
• Accurate pipeline/forecasting for managed Partners
• Ensuring co-selling expectations with Atlassian partners
• Highly knowledgeable about the US Commercial market and the business metrics of relevant markets
• Have a technical understanding of Atlassian products and can present to Partners and customers with ease
• Understand the Partner's businesses, their products, and their metrics
• Manage MDF (marketing development funds) for the region and distribute to partners in order to support Atlassian growth objectives
• Manage Partner pipeline and support customer opportunities when appropriate
• Be able to help sell into an account where necessary

#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.