Enterprise Account Manager, LATAM & US

Overview

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.

Overview

Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

The team is comprised of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. We are looking for team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities.

Responsibilities

What You'll Do:

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

• Developing Senior and Executive relationships over video conferences as well as in-person

• Manage high-value renewals & expansion across a sizable product portfolio

• Ownership of growth opportunity management and sales cycles end-to-end

• Have a customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities

• Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

• Forecasting accountability for your owned book of business

• Be a team player; driving collaboration and engagement scope with global stakeholders

Qualifications

Your background

• Bi-lingual, Fluent in English and Spanish

• Five or more years experience in account management, inside sales, customer success or other relevant business areas

• Ability to establish rapport and build relationships and trust over the phone and on video across a wide variety of countries and cultures

• Proven track record of meeting or exceeding performance goals

• Experience managing high-revenue customer engagements with Enterprise-level customers

• Experience managing complex, end-to-end sales cycle

• Demonstrated excellence in customer discovery, with proven ability to engage with curiosity to identify opportunity

• Have a strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

Nice to have:

• Experience selling Enterprise SaaS products across a global account footprint

• Experience working with Channel Partners & GSIs to retain and grow customer accounts

• Experience using Salesforce, Clari and Tableau

• Experience analyzing data to support identifying opportunity and projecting growth trajectories

#LI-Remote

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 expec