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About the Role
The Mid-Market sales team is responsible for managing a portfolio of mid-sized customers. This includes identifying cloud-first sales opportunities and cross-sell and user expansion opportunities, nurturing customer relationships, and achieving revenue targets. You will serve as a strong advocate for our customers by providing valuable feedback to our product and engineering teams, contributing to the enhancement of our customer experience. All of these responsibilities will be carried out in close collaboration with our Channel Partners, Product Specialists, Account Managers, and Solution Engineers. We share a commitment, as a TEAM, to guiding and aiding our customer’s deployment and utilization of Atlassian at scale.
Responsibilities
- Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring a high bar of customer success.
- Develop and execute strategic sales plans to achieve company sales goals and targets.
- Identify and qualify leads, build relationships with key decision makers, understand customer needs, deliver sales presentations, negotiate contracts, and close deals.
- Build and maintain relationships with C-level and other executive relationships.
- Understand client needs and propose appropriate solutions to meet those needs.
- Collaborate with internal teams such as channel, marketing, product, and customer success to ensure client satisfaction.
- Negotiate contracts and pricing agreements with clients.
- Provide accurate forecasting and account planning and sales forecasts to management.
- Stay updated on industry trends and competitors to maintain a competitive edge.
- Travel to meet clients and attend industry events as necessary.
- Build sales strategies for designated territory or named Accounts.
- Serve as the main Atlassian point of contact or escalation point for designated Accounts.
- Run strategy plays to identify opportunities and build long relationships with your customers.
- Work with complex sales cycles and collaborate cross functionally with Channel sales organization to build sales strategies for designated territory or names accounts.
Requirements
- 5+ years of quota-carrying Enterprise Software Sales Experience.
- Experience growing mid-market/enterprise accounts, and applying strategy that results in greater outcomes.
- Experience engaging and building C-level and executive relationships.
- Experience creating alignment and orchestrating internal account teams.
- Experience managing key customer relationships and closing strategic sales opportunities.
- Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
- Building and leading territory & strategic account plans.
- Experience leading or coordinating Account teams to drive successful customer outcomes.
- Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities.
- Proven track record of meeting or exceeding performance targets.
- Contributes to the overall team culture in a positive, impactful way.
- Possess a learner mindset.
- Ability to partner cross-functionally and proactively builds a network with internal and external stakeholders to drive the business forward.
Work Type
- Office
- Home
- Combination of office and home
About the Company
- Atlassian unleashes the potential of every team. Our agile & DevOps, IT service management and work management software help teams organize, discuss, and complete shared work. The majority of the Fortune 500 and over 300,000 companies of all sizes worldwide - including NASA, Audi, Kiva, Deutsche Bank, and Dropbox - rely on our solutions to help their teams work better together and deliver quality results on time. Our products include Jira Software, Confluence, and Jira Service Management.