Senior Partner Development Manager

Overview

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Your Future Team

Want to help grow our Marketplace? Come join our program and help drive the next generation of our Marketplace Partners as we embark on a multi-year journey to expand and extend into a platform company. Our current team of Partner Managers manage and support our Marketplace Partners who build apps on top of our products and platform today. These partners are responsible for the success both SMB and Enterprise customers of Atlassian and continue to drive stickiness to our platform. Our Marketplace Partners continue to align with our internal teams through our Partner Managers, jointly setting targets and goals to achieve. Our partner manager team continues to expand, covering all sorts of Marketplace Partner segments and use cases, all centered around solving customer problems with extensive joint solutions.

Qualifications

Your background:

• The right person will ideally possess 7+ years of tech/software sales or business development experience in the software/technology industry

• Work with a select group of new and existing partners to define and execute joint Go to Market (GTM) and technical programs.

• Set and manage revenue guidelines and work with the ISV and Atlassian channel organizations to achieve/exceed goals.

• Manage and close a pipeline of enterprise customer opportunities associated with assigned solution providers tied to migrations.

• Work closely with the partner’s customer base to ensure they are successful using Atlassian services.

• Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.

• Prepare and give business reviews to the senior management team.

• Support complex contract negotiations and serve as a liaison to the legal group.

• Consistently exceeds quota and key performance metrics, with hands on experience negotiating enterprise contracts with F100 companies

Responsibilities

In this role you will:

• Track record of successfully owning, driving and managing partnerships and/or Global Enterprise Accounts against quarterly targets

• Serve as a key member of the Partner and Business Development teams in helping to deliver the overall Apps Marketplace partner strategy.

• Create a strategic partner development plan for target partners and customers, and ensure it's in line with the Atlassian Marketplace overall plan. This includes developing detailed account plans to manage and track the progress of each ISV provider and achievement against partner goals.

• Work with the various partner leaders to execute the strategic business plan while working with key internal stakeholders (e.g. solutions architects, services teams, marketing, PR, legal, support, etc.).

• Understand the technical requirements of our marketplace providers and work closely with the internal development team to guide the direction of our product offerings.

• Prior experience helping a ISV technology company deploy a software product in a SaaS model, or other relevant experience helping an ISV transform an existing software product to a new delivery model

• Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models.

• Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.

Must haves:

• Have worked with B2B ISV/Marketplace partners before

• Have experience with Cloud and SaaS (Software as a Service)

• Experience interpreting data and making business recommendations

• Experience developing strategies that influence leadership decisions at the organizational level

• Experience managing programs across cross functional teams, building processes and coordinating release schedules

• Experience with complex lift-and-shift procedures, tasks and efforts across enterprise infrastructures

Nice to have:

• Experience identifying, negotiating, and executing complex business and legal agreements

• Familiar with the Atlassian toolset, particularly the Atlas