Enterprise Channel Manager (Remote)

Remote, United States

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Atlassian
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Atlassian can hire people in any country where we have a legal entity, assuming candidates have eligible working rights and a sufficient timezone overlap with their team. As our offices re-open, Atlassians can choose to work remotely or return to an office, unless it’s necessary for the 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 multi-billion-dollar, fast-growing software business with over 180,000 paying customers, hundreds of sales and implementation partners, and millions of users around the globe. Our culture is open, welcoming, collaborative, and passionately focused on our customers’ success.
Our Channel team builds and implements an effective sales strategy for our Partners. They drive the adoption of select products and services to our largest customers through Solution Partners. At the same time, we want you to be a partner to our Strategic Advocates that lead accounts in this cohort. Providing seamless communication across Customer, Partner and Advocate through the sales cycle and after, ensuring that our product experience to our customers is exceptional and our Partners have the support they need to be successful. You will work within a territory comprised of named accounts, led by a Strategic Advocate team and will work arm-in-arm with partners that are engaged at these accounts. You'll do all of this in tight coordination with our Regional Channel Managers, Product Specialists, Business Development and Marketing organization.
There is simply not a more exciting and impactful enterprise opportunity for a Channel Manager anywhere. Is this the opportunity for you?

In this role, you'll get to:

  • Define and implement a clear vision for your territory and plan/communicate regularly on funnel/account/territory status, resource requirements, challenges, and successes.
  • Work cross-functionally with other parts of the Atlassian Team (EAs, SEs, inside sales, marketing, services, support, product management, and finance/legal) to ensure expectations and goals are defined, met and attained in creating and closing opportunities from the engaged Partners.
  • Partner, partner, partner - outstanding accomplishments are the result of great teamwork, and success at the enterprise level “takes a community”. Work closely and openly with Atlassian Channel 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.
  • Regularly leverage leading tools and technology – Salesforce, the G-Suite, Slack, Zoom, etc – to work effectively both virtually/remotely and on-premise
  • “Be the change you seek” and demonstrate unselfish leadership while helping Atlassian to continuously improve our ability to better serve our marketplace.
  • And never, ever &@%# the customer.

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

  • Proven track record of over-plan sales and channel growth
  • 5-10 years enterprise/channel selling experience working in field sales through Solution Partners or in a Channel Management role for enterprise software companies focused on Digital Transformation, agile PPM, ERP, BI, or other enterprise solution.
  • A history of working effectively in multi-channel, multi-product firms where internal/external bridge-building and partnering is an essential quality.
  • Excellent business insight! Understanding of how to position, sell and negotiate value, calculate return on investment, and strategic selling.
  • Mastered executive communication, but also feel comfortable working with technology evaluation and procurement teams.
  • While highly proficient and confident, you remain coachable and strive to be the very best. Your ego is fully in-check.
  • Working closely with our Strategic Enterprise Advocates
  • An extreme sense of responsibility and accountability. We have ambitious goals and need you to execute relentlessly to “get stuff done”.
More about Atlassian
Creating software that empowers everyone from small startups to the who’s who of tech is why we’re here. We build tools like Jira, Confluence, Bitbucket, and Trello to help teams across the world become more nimble, creative, and aligned—collaboration is the heart of every product we dream of at Atlassian. From Amsterdam and Austin, to Sydney and San Francisco, we’re looking for people who want to write the future and who believe that we can accomplish so much more together than apart. At Atlassian, we’re committed to an environment where everyone has the autonomy and freedom to thrive, as well as the support of like-minded colleagues who are motivated by a common goal to: Unleash the potential of every team.
Additional Information
We believe that the unique contributions of all Atlassians is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of 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.
Job region(s): North America
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