Partner Sales Manager, Strategy Collection

Overview

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Overview
We’re looking for a collaborative and results-driven Partner Sales Manager to join our AMER team with dedicated focus on Atlassian Strategy Collection (StratCo) ushering the next wave of growth of AI-native strategic portfolio management

This role is centered on orchestrating Partner Sales success: connecting internal sales teams with the right partners, enabling them to jointly pursue and close opportunities across the AMER . You will lead structured sales plays, including Quarterly Prospecting Events (QPEs) and joint account planning sessions, ensuring the partner ecosystem becomes an active lever in our StratCO growth. A key part of the role is to align with Partner Sales leaders at partner organizations to drive strategic engagement and ensure effective execution of these motions.

This role will be focused on strategic deal-level engagement: matching the right partner to the right opportunity at the right time, and helping our internal Sales teams and the partner win with confidence at scale

You will collaborate with the Partner & Alliance teams, Partner managers, Marketing, Sales, Product, and Solution Architects and play a key part in a global team dedicated to ensuring the success of new and existing partners in one of our fastest-growing segments. By partnering with other Atlassian Team members, you will utilize your knowledge and experience as a Sales Lead to help drive StratCO Partner success.

You will bring an established network of relationships across Global Solution Integration partners and/or boutique specialist partners, with the ability to leverage those connections to drive co-sell, co-delivery, and co-success. You will operate with a player-coach mindset — willing to roll up your sleeves and execute while simultaneously leading and enabling others.

Responsibilities

Partner Sales Strategy & Execution

• Act as the owner of Partner Sales engagements between Solution Sellers (SSEs) and partners for StratCO deals on variable compensation

• Assess opportunities and match qualified partners to deals based on capability, industry relevance, and customer needs

• Drive and/or facilitate structured motions like QPEs, account planning, workshops, and Partner Sales briefings.

Pipeline Creation & Acceleration

• Own portion of StratCo pipeline generation through partner-sourced and partner-influenced motions

• Track and/or report on partner sourced pipeline, deal registrations, and Partner Sales Win rates with SSE and Product Teams.

• Proactively identify areas where partner support can increase win rate, deal size, or customer reach and grow StratCo business.

Internal Collaboration & Sales Support

• Work closely with Sales Leads and Partner Solution Architects to align StratCO field efforts with partner resources

• Collaborate closely with PMM on Marketing events that drive top of funnel

• Create visibility of available partner capabilities and solutions across the Sales teams

• Evangelize the value of partner involvement in the StratCO sales process

Partner Readiness & Fit

• You are a flexible sales leader that can roll up sleeves in a fast moving pace with ambiguity

• Collaborate with Partner Solution Architects and Partner Managers to ensure partners are StratCO-ready for Partner Sales

• Provide ongoing feedback on partner solution fit and engagement effectiveness based on deal-level experiences

• Contribute to improving internal tools and processes related to partner Partner Sales tracking, enablement, and execution

Qualifications

Basic Qualifications

• 8-10 years in partner sales, solution sales, field sales, or sales enablement within enterprise software or cloud

• Strong understanding of Partner Sales frameworks and experience enabling field teams to leverage partner support

• Familiarity with AI-native strategic portfolio management

• Proven ability to manage cross-functional collaboratio