Sr Manager, Partner Development

Overview

Seeking a Sr Manager, Partner Development who will lead a team of individual contributors to drive both internal and external projects and initiatives to support all GTM partners. You will be a key architect in driving partner capabilities, focusing on accelerating their sales velocity and enabling them to build and scale thriving practices around Atlassian solutions. You will be instrumental in fostering a collaborative ecosystem that delivers unparalleled value to our customers.

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.

Responsibilities

• Strategic Partner Practice Development:

  • Design, develop, and implement scalable, engaging partner development programs that blend hands-on experience with strategic guidance.

  • Continuously refine and optimize the Business Planning framework and associated resources to maximize partner success and ROI.

  • Orchestrate seamless and impactful launches of partner training initiatives, ensuring partners are proficient in selling and implementing Atlassian solutions.

• Accelerated Co-Sell & Sales Enablement:

  • Develop and deploy data-driven, packaged sales and Go-To-Market (GTM) strategies that empower partners to penetrate existing client bases and expand into new markets.

  • Lead initiatives that strengthen collaboration between sales and partners, fostering strategic account planning and driving joint sales momentum.

  • Create sales tools, and resources that allow partners to effectively communicate the value of Atlassian solutions.

• Cross-Functional Leadership & Collaboration:

  • Forge strong partnerships with internal teams (Enablement, Channel & GTM leaders, Business Development, Operations, and Channel Marketing) to ensure partners have comprehensive support.

  • Collaborate with the Enablement team to define training priorities and manage a dynamic backlog of partner requirements.

  • Partner with Sales and Business Development to develop and execute co-sell strategies that drive customer success and deepen partner relationships.

  • Align with Channel Marketing to ensure consistent messaging and resource optimization for partner growth.

• Strategic Stakeholder Engagement & Partner Advocacy:

  • Serve as the primary liaison between partners, and channel field teams, ensuring alignment on strategic objectives.

  • Provide tailored resources (events, training, personalized guidance) to empower partners to scale their solution practices and achieve revenue targets.

  • Mentor the Channel Field Team, equipping them with the knowledge and tools to effectively guide partners through their growth journey.

Qualifications

• Proven experience (8+ years) in partner development, sales enablement, or channel related management, with a demonstrated ability to drive significant partner growth and velocity.

• Deep understanding of partner ecosystems and experience cultivating successful cross-functional relationships with Sales, Marketing, Enablement, and Operations teams.

• Exceptional communication, presentation, and relationship-building skills, with the ability to influence key stakeholders.

• Proven ability to design and implement scalable offerings across enablement, planning, project management and strategies that deliver measurable results.

• Strong project management skills, with the ability to prioritize and execute multiple initiatives in a fast-paced environment.

• Familiarity with SaaS solutions (ideally Atlassian) and a passion for driving customer success through strategic partner enablement.

• +5 years experience leading a team: hiring, developing, and managing team members

• Bachelor's degree in business, marketing, or a related field.

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