Principal Business Value Advisor, West AMER

Overview

We’re Atlassian and help businesses transform and reinvent new ways of working for teams around the world, which is why 83% of Fortune 500 companies use our solutions. We're able to hire eligible candidates for this role who are located anywhere the United Kingdom.

The Business Value Advisory practice focuses on our most strategic accounts globally, working with customers to identify and quantify the value of using Atlassian’s solutions and effectively articulate how and why they can help our customers succeed. This is a unique opportunity to join a growing team as we scale this critical capability and creatively reinvent the future of value selling using generative AI. If this sparks your interest, apply today and chat with our friendly recruitment team further.

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

You will be partnering closely with Enterprise Sales, Solution Engineering, Advisory Services and Marketing teams to provide exceptional consultative support to a select number of our largest customers, while also identifying enablement and coaching opportunities to build and mature our overall value-selling framework. You will utilise your extensive knowledge and experience in consultative value discovery, industry research, and financial modeling to deliver exceptional value in customer engagements through prescriptive insights and employing best-practice methodologies.

In this role, you’ll get to:

• BUILD

  • Be an important part of scaling the practice, which is designed to mature our engagement with our largest, most strategic customers by overlaying our sales teams with business value subject matter expertise.

  • Help evolve our practice through iteration of existing financial models which drives scalable use, and through contributing to the development of the art of value consulting in Atlassian.

• ENGAGE

  • Work with executive-level stakeholders from our customers to create compelling, credible and defendable business cases centered on the return on investment of Atlassian’s solutions.

  • Leverage internal and external research around our customers' business drivers, market/industry trends, and Atlassian product capabilities to deliver these customised business cases to an executive audience.

• LEAD

  • Provide thought leadership and expertise on business value at conferences and events

  • Identify, lead, and contribute to the creation and enablement of new resources and assets to support the field (best practices, value-selling support, financial models etc. )

  • Collaborate with sales enablement to establish and provide enablement training on how direct sales and channel partners can best leverage value-based content and collateral for success in their sales pursuits

You will report to the Head of Business Value & Trust at Atlassian and into the Global Solutions function, collaborating with teams around the world. Travel up to 15-20% may be required for this role. Expect to travel ~4-6 per year to internal events like sales kickoffs and team events, of which ~1-2 per year could require international travel to other major geographies (ie. APAC or EMEA). Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.

Qualifications

Must Have:

• 7+ years of experience in value consulting, or management consulting / strategy consulting from a top tier consultancy, with exposure to cloud technologies and digital transformation initiatives

• Strong analytical and problem solving skills essential

• Ability to thrive in a rapidly evolving and fast-paced environment

• Strong ability to navigate, work and collaborate successfully in a matrix sales organisation

• Strong influencing skills are a must

• Excellent written and verbal communication skills

• Must be a self-starter and have the ability to self-manage against goals

• Able to bring clear structure in complex situations and to confidently navigate ambiguity

• Strong and thoughtful storyteller to craft and communicate to CxOs

• Strong ability to quantify insights and deliver recommendations to CxOs

• Strong appetite to work in a consultative, strategic selling environment within the Technology and