Senior Manager, Solution Engineering - Shared Services

Overview

Atlassian is seeking an accomplished Senior Manager to lead our Solutions Engineering, Global Shared Services function. This pivotal role involves shaping a rapidly expanding team that is integral to our sales organization. The Solutions Engineering team collaborates with direct sales and channel sales teams to provide technical expertise and support throughout the sales cycle, helping to qualify and close strategic opportunities while influencing customer purchasing decisions across the Atlassian product suite. The ideal candidate will combine technical expertise, strategic insight, and leadership skills.

The Shared Services function within the Solutions Engineering organization is dedicated to spearheading the introduction of innovative solution areas, such as Developer Experience and Teamwork Foundations, into the market. This function delivers deep technical expertise in these emerging solutions, effectively supplementing our core sales teams during strategic sales engagements. By doing so, the Shared Services team plays a pivotal role in crafting and executing key go-to-market (GTM) strategies, developing pivotal sales plays, and refining market fit through rigorous testing of messaging and demonstration best practices. Furthermore, the team collaborates closely with Product Management, Marketing, and other cross-functional teams to swiftly mature the GTM function, ensuring alignment with financial and revenue objectives.

As the senior manager of the Sales Engineering Shared Services team, you will be tasked with assembling and leading a global team of Presales domain experts. These experts will be instrumental in supporting Atlassian's entry into new and dynamic emerging markets. Your team will augment the Core Sales teams in deal pursuits that demand profound technical and market expertise. To achieve this, you will need to establish a robust Presales coverage model, define productivity metrics, and develop a customer engagement framework that aligns with the company's financial goals. Additionally, you will be accountable to the Global Solutions Engineering leader for implementing standards, best practices, metrics, tools, and infrastructure essential for delivering a repeatable and scalable world-class customer experience while meeting productivity and utilization targets. Your leadership will be underpinned by a strong technical foundation, enabling you to transform business objectives into compelling and actionable solution designs. As a Sales Engineering leader, you will serve as a trusted technical and business advisor to our clients, guiding them through their transformational journeys.

In your role as the Solutions Engineering, Shared Services leader, you will focus on establishing credibility and trust with technical leaders across the Sales & Services organization, as well as engaging with leaders throughout our global customer base. Our team is composed of individuals who bring a wealth of technical expertise, real-world experience, and robust executive engagement skills, all underpinned by an inspirational mindset. This enables us to assist our customers in comprehending the vast opportunities presented by Atlassian's "System of Work" Platform. We position ourselves as technical leaders, aiding customers in overcoming complex business challenges through the value derived from Atlassian solutions. We achieve this by leveraging best practices and industry standards to foster customer trust, align with business outcomes, and architect top-tier solutions.

As a key driver of our sales efforts, this Leader will focus on constructing highly scalable sales processes, tools, and techniques. You will leverage your experience in building operational effectiveness and rigor across the organization to support a high volume of opportunities. It is crucial that the Shared Services team is equipped with standardized and repeatable tools, assets, and processes. You will lead a team of skilled solutions engineers while collaborating closely with sales, product, and partner teams to develop and articulate comprehensive cross-functional strategies and technical solutions that address the diverse business challenges faced by our customer base. The ideal candidate will possess a strong background in enhancing the professional selling skills of the team, particularly in the value creation of SaaS and Cloud solutions.

Responsibilities

In this role, you will:

Leadership & Team Development:

• Build and lead a high-performing global Presales team that supports growth in emerging markets, engaging with team members and customers across various time zones.

• Inspire and mentor a growing team of sales engineers, fostering a culture of excellence, innovation, and continuous improvement.

• Develop and implement comprehensive training programs to enhance technical and professional sales skills.

• Optimize and build processes that support rapid growth and expansion for both the team and the business.

• Provide thought leadership by collaborating with internal Atlassian business units and stakeholders to craft the Shared Services function model.

• Develop scalable functions that meet business needs while providing comprehensive Solutions Engineering coverage.

• Expand team expertise in Cloud Migration, Service Management, Agile, DevOps, and Work Management solutions.

• Establish performance metrics and conduct regular evaluations to ensure team members meet and exceed goals.

Strategic Planning & Execution:

• Collaborate with senior leadership to define and execute sales engineering strategies aligned with strategic market segments.

• Operationalize key performance metrics to manage resources effectively and ensure optimal utilization.

• Identify and prioritize strategic market opportunities, driving initiatives to capture new business and expand existing accounts.

• Ensure alignment of resources and effective utilization of skill sets within assigned regions.

• Align sales engineering activities with overall company goals and objectives.

Customer Engagement & Solution Design:

• Lead high-impact sales pursuits across North America, interacting at multiple levels within customer accounts (Enterprise Architects, Domain Architects, Directors, VPs, and CXOs) and maintaining relationships throughout the customer journey.

• Provide technical leadership during sales presentations, demonstrations, and proof-of-concept engagements.

• Collaborate with marketing to align on pipeline generation activities and create new routes to market, enhancing the prospecting pipeline funnel.

• Ensure seamless integration and deployment of solutions, addressing any technical issues that arise.

• Demonstrate strong executive alignment with key resources across the Partner/Channel community.

Cross-Functional Collaboration:

• Work closely with product management, marketing, and R&D teams to develop solutions that align with market demands and customer feedback.

• Serve as a liaison between sales engineering and other departments, communicating customer needs and market trends.

• Maintain a rigorous feedback loop with product teams, delivering insights on roadmap investment priorities.

• Drive the creation of technical collateral, including whitepapers, case studies, and solution briefs.

Market & Industry Expertise:

• Stay informed on industry trends, competitive landscape, and emerging technologies to provide strategic insights and recommendations.

• Understand local market nuances across the global customer base, including cultural, business practices, and preferences.

• Represent Atlassian at industry conferences, trade shows, and customer events, showcasing our solutions and thought leadership.

• Develop and maintain strong relationships with key industry stakeholders and partners.

Qualifications

Your Background:

• 6+ years of experience in sales engineering, including at least 4 years in a leadership role within a global, high-growth technology environment.

• Bachelor’s degree in Engineering, Computer Science, or related field; MBA or advanced technical degree preferred.

• Proven success in leading diverse teams to achieve ambitious goals, leveraging organizational networks to get things done.

• Passion for building business relationships and driving the simplification of complex concepts into compelling customer proposals.

• Strong problem-solving skills and innovative thinking, with a results-driven mindset.

• Ability to multiply the effect of a team through situational leadership and a team-first mindset.

• Strong written and oral communication skills, with effective time management capabilities.

• Experience in solutions selling to Software Development or IT leadership, understanding potential integrations and partnerships.

• Experience managing distributed remote teams is advantageous.

• Desire to be part of a fast-growing organization, balancing team needs with business objectives.

• Enthusiasm for mentoring and inspiring teams with a growth mindset.

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: $180,900 - $241,200

Zone B: $162,900 - $217,200

Zone C: $150,300 - $200,400

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.

Our perks & benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

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 provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.