Atlassian Solutions Partner Director

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, Cucumber, ReadyAPI, Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft.  

Solutions Partner Director Role 

SmartBear seeks a seasoned Solution Partner Director (SPD) to play a pivotal role in our Atlassian Marketplace GTM strategy. As a highly visible and senior position, the SPD will be instrumental in managing strategic Solution Partner relationships and driving new business opportunities by crafting and executing partner business plans to drive sales growth. The ideal candidate will excel in partner enablement, pipeline development, and executive relationship building, ensuring mutual success for our organization and our partners.  

Role Objectives 

• Develop high growth partner plans
• Identify and execute enterprise pipeline generation activities with Solution Partners
• Leverage and guide internal resources to enable partner business practice expansion
• Foster executive level relationships with the partners, including sales leaders and account executives, services, and solution engineering teams
• Growth of partner generated pipeline for SmartBear solutions
• Increasing partner services attach rates to SmartBear sales
• Enabling partners to provide high quality services  
• Accelerate SmartBear product bookings by facilitating successful joint GTM activities 

Experience 

• 10 years of experience in enterprise software channel sales and alliances
• Strong track record of driving revenue growth through partner networks.
• Exceptional relationship building experience and partner account management of value-added resellers in a B2B environment.
• Demonstrated expertise in value-based selling and partner business planning
• Passionate team player, obsessed with learning, professional growth, and possessing strong communication skills
• Possess excellent technical and business acumen with broad industry knowledge.
• Familiarity with the Atlassian Marketplace ecosystem is a plus. 

Responsibilities 

• Strategic GTM Initiatives: Collaborate with Strategic Partner Managers and Marketing to drive targeted initiatives for industry verticals and territories.
• Channel Sales Development: Cultivate multi-level relationships with partner representatives across organizational hierarchies.
• Partner Enablement: Contribute to crafting sales enablement content and campaigns for internal and partner teams.  Organize and present sales enablement sessions for various teams, both virtually and in-person.
• Sales Liaison: Bridge partner representatives and SmartBear sales executives, facilitating information exchange and deal support.
• Operational Leadership: Coordinate sales communication, conducting meetings, and pipeline reviews, QBRs.
• Subject Matter Expertise: Act as the primary authority on solutions delivered through partnerships, ensuring comprehensive knowledge and understanding.
• Performance Tracking and ROI Measurement: Track and measure partnership Key Performance Indicators (KPIs) to gauge effectiveness, while also assessing the Return on Investment (ROI) of program execution.
• Status Reporting: Provide comprehensive status updates, including forecast and pipeline information, to Management, facilitating informed decision-making.
• Partnership QBR Leadership: Regularly assess partner performance, identify improvement areas and implement enhancement strategies.  Lead Partnership Quarterly Business Reviews (QBRs), driving collaborative discussions and strategic alignment between SmartBear and partners.
• Event Participation: Represent SmartBear at trade shows, partner events, booths, and public speaking engagements.
• Thought Leadership: Provide insights to guide program development and execution plans. 

Key Traits 

• Autonomous Problem Solver: Proficient in independently resolving challenges and implementing effective solutions.
• Strategic Visionary: Capable of envisioning