Head of Solutions Engineering, Strategic - Americas

Overview

Atlassian is looking for a Leader to lead the Solutions Engineering (SE) team within the Strategic market segment across the Americas.  This leader will be vital in shaping a rapidly growing team and a critical function within the Atlassian sales team. Atlassian's Solutions Engineering team partners with our direct sales and channel sales teams to deliver technical expertise in the sales cycle and assist in qualifying and closing high-value strategic opportunities while shaping the customer's solutions purchasing decisions across the full Atlassian suite of products. The ideal candidate will possess a unique blend of technical expertise, strategic thinking, and leadership skills.

As a Solutions Engineering leader of America’s Strategic organization, you will focus on building credibility and trust with the technical leaders in our customers & prospects by developing cross-functional strategies and solutions. Our team brings technical expertise, real-world experience, strong executive engagement skills, and an inspirational mindset to help our customers understand the opportunities of Atlassian's “System of Work” Platform. We act as technical leaders, assisting customers to solve their most complex business challenges through the value they realize from Atlassian solutions.  We do this by leveraging best practices and industry standards to build customer trust, align with business outcomes, and architect best-in-class solutions.

This Leader will be crucial in driving our sales efforts by building highly scalable sales processes, tools, and techniques. This leader will have experience building operational effectiveness and rigor across the organization and has a proven ability to foster tight alignment and collaboration with the sales, product, and partner teams. The ideal candidate will have a strong background in up-leveling the team’s professional selling skills, specifically in the value creation of SaaS and cloud solutions. 

The ideal candidate understands & can demonstrate how to continually advance the team’s organization, strategy, and tactical activities to best impact the business growth expectations.

Responsibilities

Leadership & Team Development:

• Lead, mentor, and inspire a growing team of sales engineers, fostering a culture of excellence, innovation, and continuous improvement.

• Develop and implement training programs to enhance the team’s technical and professional sales skills.

• Build & Optimize processes that support rapid growth and expansion across the team and the business.

• Provide thought leadership and collaborate with internal Atlassian business units and stakeholders, craft the model of the Strategic market segment.

• Build out scalable functions that best serve the needs of the business while providing adequate Solutions Engineering coverage to meet the needs of the business

• Continue to build out team domain disciplines in Cloud Migration, Service Management, Agile, DevOps, and Work Management solutions.

• Establish performance metrics and conduct regular evaluations to ensure team members meet and exceed goals.

Strategic Planning & Execution:

• Collaborate with senior leadership to define and execute the sales engineering aligned with the Strategic market segment.

• Define and operationalize “Metrics that Matter” to effectively manage the business and ensure the most effective utilization of SE resources.

• Identify and prioritize key market opportunities, driving initiatives to capture new business and expand existing accounts.

• Ensure proper alignment of resources and effective utilization of skill sets within assigned regions.

• Align sales engineering activities with overall company goals and objectives.

Customer Engagement & Solution Design:

• Engage in high-impact sales pursuits across EMEA. Interact at multiple levels within a customer account (Enterprise Architects, Domain Architects, Directors, VPs, and CXOs) and maintain these relationships throughout their customer journey.

• Provide technical leadership during sales presentations, demonstrations, and proof-of-concept engagements

• Engage with marketing to align on effective pipeline generation activities in the Strategic market and create new routes to market to create a new prospecting pipeline funnel.  

• Ensure the smooth integration and deployment of solutions, addressing any technical issues that may arise

• Demonstrate strong executive alignment with key resources across the Partner/Channel community

Cross-Functional Collaboration:

• Work closely with product management, marketing, and