Senior Partner Manager, AMER Focus Partners

Overview

The Opportunity

We're looking for a Senior Partner Manager to own some of our largest Focus partners in the Americas. These are established, high-performing partnerships with active joint business plans, mature co-sell motions, and significant pipeline in-flight. You'll inherit strong foundations and be responsible for accelerating what's already working — deepening executive relationships, expanding solution-based co-selling, and driving measurable revenue growth.

This role sits within the Partner & Alliances field organization and reports to the Head of AMER Partner Management. You'll operate as the single point of ownership for your named partners, orchestrating engagement across Partner Sales, Partner Solutions, Direct Sales, and Marketing to deliver against ambitious targets.

Responsibilities

What You'll Do

You will own the full lifecycle of your named Focus partner relationships — from strategic planning through revenue delivery. That starts with developing and executing value-based BASICC partner plans that set ambitious growth aspirations grounded in solutions-based co-selling and co-delivery. You'll have approved plans in place within your first quarter and iterate on them through ongoing executive-level Quarterly Business Reviews with partner leadership.

Pipeline generation is central to this role. You'll drive sourced pipeline through target account mapping, Development Fund utilization, and joint go-to-market campaigns, maintaining pipeline visibility in Salesforce with regular monthly updates. You'll promote differentiated partner solutions and enable Direct Sales to create pipeline and close deals faster through structured co-sell motions — positioning your partners' expertise as a competitive advantage in every customer engagement.

You are accountable for meeting or exceeding Named Partner Teamed NNACV, Sourced Pipeline, Contributed NNACV, and Sourced NNACV targets. This means operating as the single point of ownership for your partners' performance, with full accountability for partner-attributed revenue growth each half.

Cross-functional orchestration is how you get there. You 'll coordinate across Partner Sales Managers, Partner Solutions Architects, Partner Marketing, and Field Operations — acting as the connective tissue that makes the Partner Account Team operate as #ONETEAM. You'll also collaborate with Partner Solutions to build and promote differentiated solution practices on top of Atlassian's platform, helping partners drive customer adoption and reduce time to value.

Finally, you'll capture and tell the story of partner impact — identifying, documenting, and publishing approved Partner Value Stories each half that demonstrate measurable customer outcomes and partner value delivered.

What We're Looking For

REQUIRED

• 8+ years of experience in partner management, channel sales, or alliance management within enterprise software or SaaS

• Proven track record of meeting or exceeding partner-attributed revenue targets (NNACV, sourced pipeline, contributed revenue)

• Experience owning large, complex partner relationships end-to-end — from joint business planning through pipeline generation and deal execution

• Strong co-sell and co-delivery experience, with the ability to structure and govern joint value propositions across sales and services motions

• Executive presence and ability to plan and lead QBRs and strategic planning sessions with C-level partner stakeholders

• Experience working cross-functionally with sales, solutions, marketing, and operations teams to deliver integrated partner go-to-market plans

• Comfort with data-driven operating cadence — pipeline forecasting in Salesforce, business planning, and performance reporting

• Excellent communication skills, both written and verbal, with the ability to build business cases and influence internal and external stakeholders

PREFERRED

• Experience managing services-oriented partners (consulting, implementation, managed services) within the Atlassian or adjacent DevOps/ITSM ecosystem

• Familiarity with partner program structures including deal registration, development funds, co-marketing programs, and incentive models

• Experience with cloud migration motions and helping partners build practices around platform adoption

• Direct sales experience that informs a strong understanding of customer buying journeys

• AWS or hyperscaler alliance experience

Qualifications

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is