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About the Role

Atlassian is looking to hire a new Partner Development Manager for our awesome team.

Responsibilities

• Serve as a key member of the Partner and Business Development teams in helping to deliver the overall Apps Marketplace partner strategy.
• Create a strategic partner development plan for target partners and customers, and ensure it's in line with the Atlassian Marketplace overall plan.
• Develop detailed account plans to manage and track the progress of each ISV provider and achievement against partner goals.
• Work with the various partner leaders to execute the strategic business plan while working with key internal stakeholders.
• Understand the technical requirements of our marketplace providers and work closely with the internal development team to guide the direction of our product offerings.
• Work with a select group of new and existing partners to define and execute joint Go to Market (GTM) and technical programs.
• Set and manage revenue guidelines and work with the ISV and Atlassian channel organizations to achieve/exceed goals.
• Manage and close a pipeline of enterprise customer opportunities associated with assigned solution providers tied to migrations.
• Work closely with the partner’s customer base to ensure they are successful using Atlassian services.
• Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
• Prepare and give business reviews to the senior management team.
• Support complex contract negotiations and serve as a liaison to the legal group.
• Consistently exceed quota and key performance metrics, with hands on experience negotiating enterprise contracts with F100 companies.

Requirements

• Possess 4+ years of tech/software sales or business development experience in the software/technology industry.
• Track record of successfully owning, driving and managing partnerships and/or Global Enterprise Accounts against quarterly targets.
• Prior experience helping a ISV technology company deploy a software product in a SaaS model, or other relevant experience helping an ISV transform an existing software product to a new delivery model.
• Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models.
• Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
• Have worked with B2B ISV/Marketplace partners before.
• Have experience with Cloud and SaaS (Software as a Service).
• Experience interpreting data and making business recommendations.
• Experience developing strategies that influence leadership decisions at the organizational level.
• Experience managing programs across cross functional teams, building processes and coordinating release schedules.
• Experience with complex lift-and-shift procedures, tasks and efforts across enterprise infrastructures.
• Experience identifying, negotiating, and executing complex business and legal agreements.
• Familiar with the Atlassian toolset, particularly the Atlassian Marketplace.
• Experience with Security Compliance Certification (ISO/SOC/FEDRAMP).
• High level understanding of Program management and development.

Skills

• Tech/software sales
• Business development
• Partnership management
• Global Enterprise Account management
• ISV technology deployment
• SaaS product deployment
• Technical acumen
• Emerging/disruptive technologies
• Open source software
• Virtualization
• Software as a Service (SaaS)
• Presentation skills
• Complex concept articulation
• B2B ISV/Marketplace partnerships
• Cloud
• SaaS
• Data interpretation
• Business recommendations
• Strategy development
• Leadership influence
• Cross-functional program management
• Process building
• Release schedule coordination
• Complex lift-and-shift procedures
• Enterprise infrastructures
• Business agreement negotiation
• Legal agreement negotiation
• Atlassian toolset
• Atlassian Marketplace
• Security Compliance Certification (ISO/SOC/FEDRAMP)
• Program management
• Program development

Location

• Any country where Atlassian has a legal entity

Work Type

• Office
• Home
• Combination of office and home

Experience Level

• 4+ years of tech/software sales or business development experience

Salary/Compensations

• Zone A: $147,130 - $192,087
• Zone B: $132,417 - $172,878
• Zone C: $122,118 - $159,432

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.
• We believe that the unique contributions of all Atlassians create our success.

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.
• In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.