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About the Role
Atlassian and our Marketplace Partnerships team is looking for a new Senior Partner Development Manager to join 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 (e.g. solutions architects, services teams, marketing, PR, legal, support, etc.).
- 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
- 7+ 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
- Open source software
- Virtualization
- Software as a Service delivery models
- Presentation skills
- Data interpretation
- Strategy development
- Program management
- Cross-functional team management
- Process building
- Release schedule coordination
- Complex lift-and-shift procedures
- Contract negotiation
- B2B ISV/Marketplace partnerships
- Cloud
- Complex business and legal agreements
- Atlassian toolset
- Atlassian Marketplace
- Security Compliance Certification (ISO/SOC/FEDRAMP)
Location
- Any country where Atlassian has a legal entity
Work Type
- Office
- Home
- Hybrid
Experience Level
- Senior
Salary/Compensations
- Zone A: $185,478 - $242,152
- Zone B: $166,930 - $217,937
- Zone C: $153,947 - $200,986
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.
- We can support with accommodations or adjustments at any stage of the recruitment process.
- Identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.