Strategic Enterprise Solutions Sales - ITSM

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.At Atlassian, we are on a mission to help our customers compete and win in the modern, digital economy. We have built a billion-dollar, fast-growing software business with over 200,000 paying customers and hundreds of sales and implementation partners around the globe. Our culture is open, welcoming, collaborative and maniacally focused on our customers’ success; we are competitors who work with heart and balance.Atlassian is the leader in agile planning, devops, and scaled agile leveraging market leading products like Jira and Jira Align.  We are also the ultimate challenger in the market for IT Service Management and Operations. Gone are the days of unwieldy bloated IT management software - today’s IT organization is a lean agile machine. Every CIO is held to a higher bar and needs a modern platform to serve internal + external customers - delivering a tangible return on IT investment. With Jira Service Desk we offer an agile and scalable way to manage service and self-help. And between Statuspage and Opsgenie - incidents are triaged, managed, and resolved in real-time. Gone is the software of old, to reinvent and help our customers leap forward into modern IT that powers their business efficiently and effectively.We are looking for an experienced ITSM sales professional who has worked with senior leaders at the world’s largest companies. You will be the first person in this role and a key contributor in helping us author and define our sales approach with these customers specifically for our ITSM solutions, while being part of a broader world class sales organization.  The Senior Account Executive will be responsible for consultative selling Jira Service Desk to Atlassian’s largest customers. You will work arm-in-arm with partners, product teams, sales engineering, and the other sales teams to deliver comprehensive and compelling messages that result in scale adoption of Atlassian ITSM solutions. There is simply not a more exciting and hugely impactful strategic selling opportunity anywhere!

In this role, you'll get to:

• Develop relationships primarily in Atlassian’s install base with multiple C-suite personas (e.g. CIO, CTO, COO) 
• Team with product and sales stakeholders including inbound and outbound sales teams SEs, channel managers, partners and management to consistently drive revenue through your named accounts and geography. Work cross-functionally with other parts of the Atlassian family (marketing, services, support, product management and finance/legal) to ensure your prospects are fully educated on the benefits of ITSM, Atlassian’s unparalleled technology offering as well as what it takes to guarantee ultimate success in their digital transformations.
• Define and implement a clear vision for your territory and plan/communicate regularly on funnel/account/territory status, resource requirements, challenges and successes. Collaborate often with a world-class sales operations team.   
• Regularly leverage leading tools and technology – Salesforce, the G-Suite, Slack, Zoom, etc – to work effectively both virtually/remotely and on-premises with your customers.
• Partner, partner, partner! At Atlassian we know amazing accomplishments are the result of great teamwork, and success at the enterprise level “takes a community”. Work closely and openly with Atlassian partner 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.
• “Be the change you seek” and demonstrate unselfish leadership while helping Atlassian to continuously improve our ability to better   serve our marketplace.

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

• 10+ years of enterprise sales experience working in field sales for leading software companies focused on Enterprise ITSM solutions
• Demonstrated track record of achieving quota
• Experience and confidence selling into C suite at the world’s largest companies
• A history of working effectively in multi-channel, multi-product firms where internal/external bridge-building and partnering is an essential quality
• Excellent business acumen. You understand how to position, sell and negotiate value, calculate ROI, and are deeply trained in strategic selling
• Mastery of executive communication, but also feel comfortable working with technology evaluation and procurement teams
• Humility, Hunger and IQ (with a big EQ)
• A team player mindset!
• While highly competent, you remain coachable and strive to be the very best in your profession. Check your ego at the door!
• Customer Obsession - You are never satisfied until your customer is an enthusiastic reference and you'll do what it takes to help make your customers successful
• Along with above, you have an extreme sense of responsibility and accountability. We have ambitious goals and a “get stuff done” attitude!

More about our team:The Enterprise Advocacy team was established in the summer of 2014 to help support customers who are interested in scaling their investment in Atlassian. The team is comprised of Enterprise Advocates specializing in Atlassian's suite of Enterprise products and services. Those on the team have a collective experience in Sales and Management roles in both well-established Fortune 500 companies as well as exciting start-ups. We share a drive to hit our numbers, but above all, we believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our non-traditional sales model, one that redefines how software is sold in the Enterprise!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.To learn more about our culture and hiring process, explore our Candidate Resource Hub.