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About the Role
As a Principal Value Management Advisor in Atlassian’s Value Management Office (VMO), you will lead strategic value engagements that shape the direction of Atlassian’s most critical customer relationships in the DACH region. You will set the benchmark for value management craft, drive innovation at scale, and act as a thought leader and trusted advisor to senior executives.
Responsibilities
- Build influential, personalized relationships with key decision-makers, shaping decision-making and driving for customer success.
- Analyze customer data to identify opportunities, create compelling business cases, and develop metrics to demonstrate and realize value.
- Demonstrate advanced discovery skills to uncover value drivers for customers to develop holistic, innovative solutions.
- Create and deliver compelling executive-level presentations and content, confidently engaging with C-level executives to drive alignment and support business cases.
- Contribute to the design and development of new VMO solutions and offerings, ensuring successful implementation and integration.
- Build trust and alignment across teams while serving as a trusted advisor to both sales leadership and customers.
- Develop and share thought leadership on Atlassian solutions and support field teams in value-based selling.
Requirements
- Extensive experience in value management, consulting, or a related field, with a proven track record of leading complex, cross-functional projects.
- Deep expertise in financial modelling, business case development, and value articulation.
- Exceptional communication, storytelling, and executive engagement skills.
- Demonstrated ability to drive innovation, influence stakeholders, and foster collaboration across teams.
- Experience mentoring and developing others, with a commitment to knowledge sharing and continuous improvement.
- Fluent English language skills.
- Relevant experience in the DACH region.
- Travel up to 15-20% will be required for this role. Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.
Skills
- Value management
- Consulting
- Financial modelling
- Business case development
- Value articulation
- Communication
- Storytelling
- Executive engagement
- Innovation
- Stakeholder influence
- Collaboration
- Mentoring
- Knowledge sharing
- Continuous improvement
- Value-based selling
Location
- DACH region
Work Type
- Office
- Home
- Combination of office and home
- Distributed-first
Experience Level
- Principal
Benefits
- Health and wellbeing resources
- Paid volunteer days
About the Company
- Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
Equal Opportunity
- We never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
- To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.