Channel GTM Program Manager, Cloud & Solutions

Overview

Our Channel Go-to-Market (“GTM”) team is comprised of people with backgrounds in channel ecosystems and technology. We architect and build channel cloud initiatives and programs to enable our Partners to stand out in a competitive market, drive revenue growth and advance Atlassian’s channel capabilities and capacity.

The Channel GTM Program Manager, Cloud & Solutions is a change agent with a proven track record of driving differentiated value for our partners through guiding, advocating and building GTM channel cloud initiatives supported by cross-functional teams. At Atlassian, you will work closely with our channel, sales and operational teams to identify GTM initiatives, prioritize work and create an integrated portfolio of channel initiatives and programs to accelerate channel revenue and drive differentiated value.

The ideal candidate should possess a diverse skill set, including exceptional communication and social skills, as well as technical and GTM proficiency. The role requires a proven track record in cross-team collaboration, program & project management, and execution capabilities. There will be a balance of strategic process thinking, creative ideas and problem-solving, and rolling up their sleeves to resolve tactical issues.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $163,100 - $217,500

Zone B: $146,800 - $195,700

Zone C: $135,400 - $180,500

This role may also be eligible for benefits, bonuses, commissions, and equity.

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

Responsibilities

• Drive channel cloud initiatives and programs across a dynamic team of Atlassian sellers, partners and operational support teams to deliver key results

• Establish a framework for managing a portfolio of channel cloud strategic initiatives and prioritizing deliverables

• Lead the investment strategy and cross-functional alignment to ensure channel GTM initiatives are on track to deliver quarterly and yearly OKRs.

• Establish rhythm of the business by regularly preparing and presenting business reviews to senior leadership, communicate initiative progress and dependencies, and provide recommendations.

• Collect and manage feedback from channel partners and channel teams on the initiatives and programs to effectively implement a channel cloud GTM roadmap of initiatives to support Atlassian's objectives for key solution verticals.

• Lead channel cross-functional teams to ensure the planning and execution of cloud program launches and ongoing operational support.

• Drive the launch, enablement, communication, and performance management for key channel GTM cloud initiatives and programs.

• Establish key results to measure the success of channel cloud programs.

• Collaborate with channel managers, marketing, sales, operations, and technical teams at all levels within the company to help identify, design, and implement business processes necessary to implement a successful partner solution offerings program

Qualifications

• Minimum 7 years in Strategy Consulting and/or Sales/Business Operations, ideally within a high-growth technology company.

• A solid understanding of Marketplace, Channel Partner business models and what roles Partners can play to help solution, sell, and add services with software and SaaS products.

• Excellent communication, organizational, analytical and interpersonal skills working with executive leadership internally and with channel partners. The role requires a proven track record in messaging/positioning, program management, and broad execution capabilities. A requirement is to motivate, leverage, and manage internal teams on a project basis in order to accomplish the program strategy. 

• Experience driving business plans, financial models, and data & analytics to justify programs and roadmap. 

• Partner communications experience through partner portals, social, email, etc.

• A desire to communicate through dashboards, reports, and charts to communicate and inform your team on progress of initiatives.

• A track record of success leading channel programs and teams, but also are open to learning how to be successful in Atlassian’s unique business model. 

• Excellent communication skills and executive presence.