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About the Role

This role is on the EMEA Partner & Alliances team, focusing on partner impact and field sales success for Strategy Collection - Strategic Portfolio Management (StratCo), a rapidly growing area within Atlassian. You will collaborate with various internal teams and external partners to drive co-sell, co-delivery, and co-success motions, matching the right partner to the right opportunity at the right time.

Responsibilities

• Own Partner Sales engagements between Solution Sellers (SSEs) and partners for StratCo deals on variable compensation.
• Assess opportunities and match qualified partners based on capability, industry relevance, and customer needs.
• Drive structured motions including QPEs, joint account planning, workshops, and Partner Sales briefings.
• Own a portion of StratCo pipeline generation through partner-sourced and partner-influenced motions.
• Track and report on partner-sourced pipeline, deal registrations, and win rates with SSE and Product teams.
• Identify where partner support can increase win rate, deal size, or customer reach.
• Align field efforts with partner resources alongside Sales Leads and Partner Solution Architects.
• Collaborate with PMM on marketing events that drive top of funnel.
• Create visibility of partner capabilities across Sales teams and evangelize partner involvement in the StratCo sales process.
• Work with Partner Solution Architects and Partner Managers to ensure partners are StratCo-ready.
• Provide feedback on partner solution fit and engagement effectiveness from deal-level experience.
• Contribute to improving tools and processes for partner tracking, enablement, and execution.

Requirements

• Strategic enterprise sales experience, owning complex full-cycle deals from pipeline development through to close, with a proven track record of selling into C-level and Exec teams, within enterprise software or cloud.
• Understanding of Partner Sales frameworks and experience working alongside field sales and enablement teams.
• Familiarity with AI-native strategic portfolio management.
• Energised by ambiguity - you move fast, adapt quickly, and aren't afraid to build the playbook as you go.
• Proven ability to manage cross-functional collaboration in a fast-paced, matrixed organization.
• Excellent facilitation and communication skills, with experience aligning internal and external stakeholders.
• Willingness to travel globally for partner and internal team engagements.

Skills

• AI-native strategic portfolio management
• Partner Sales frameworks
• Enterprise software sales
• Cloud sales
• Cross-functional collaboration
• Facilitation
• Communication

Location

• EMEA

Work Type

• Office
• Home
• Combination of office and home

Experience Level

• Strategic enterprise sales experience

Benefits

• Health and wellbeing resources
• Paid volunteer days

About the Company

• At 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.