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About the Role
Atlassian is seeking a Strategic Account Manager to drive revenue growth by maximizing expansion within existing customer footprints. This role involves developing senior and executive relationships, managing high-value renewals, and overseeing sales cycles end-to-end. You will partner with the Sales team on account planning and analysis, increasing customer awareness of Atlassian's solutions to identify cross-sell and upsell opportunities.
Responsibilities
- Accelerate revenue growth by using existing customer footprints to maximize expansion through a top-down, solution-oriented approach
- Develop Senior and Executive relationships over video conferences and in-person
- Manage high-value renewals & expansion across a sizable solution & product portfolio
- Oversee growth opportunity management and sales cycles end-to-end
- Partner with our Sales team on account planning and driving total book of business growth through competitive, market and white space analysis
- Increase customer awareness of Atlassian's solution portfolio to discover cross-sell and upsell opportunities
- Maintain an understanding of solution & product updates and new offerings and articulate those improvements to customers and our solution partners
- Forecast accountability for your owned book of business
- Identify pockets of risk in your Customer's portfolio and assessing solutions to reduce issues before they impact customer satisfaction
- Manage up internally to provide awareness and advocacy of customer needs
- Influence cross-functional partners toward mutually beneficial outcomes
Requirements
- 7+ years experience in account management, inside sales, customer success or other relevant business areas
- 4+ years of experience selling Enterprise SaaS products across a global account footprint
- Experience establishing communication and engagement with prospects, and trust over the phone and on video across several countries and cultures
- Experience meeting or exceeding performance goals
- Experience managing high-revenue customer engagements with Enterprise-level customers
- Experience managing complex, end-to-end sales cycles
- Experience working with Channel Partners & GSIs to retain and grow customer accounts
- Understanding of the typical SaaS Customer Journey and experience guiding customers through risk scenarios
- Experience using Salesforce, Clari and Tableau
- Experience analyzing data to support identifying opportunity and projecting growth trajectories
- Speak German fluently and have experience working with the DACH market
Skills
- Account Management
- Inside Sales
- Customer Success
- Enterprise SaaS Sales
- Salesforce
- Clari
- Tableau
- Data Analysis
- Forecasting
- German Language Proficiency
Location
- Remote
- Hybrid
- Onsite
Work Type
- Distributed-first
- Full-time
Experience Level
- 7+ years of relevant experience
- 4+ years of experience selling Enterprise SaaS products
Benefits
- Health and wellbeing resources
- Paid volunteer days
- Benefits, bonuses, commissions, and equity may be available
About the Company
- Atlassian is continuing to lead investments focused on developing our largest, most strategic customers.
- We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more.
- Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.
- We believe in the Atlassian values and want to use them as our compass in always refining and optimizing our go-to-market model.
- Our Account Management team is comprised of proactive and empathic account managers that own retention and accelerate expansion of Atlassian's core products and services, contributing to the transformation of our largest Enterprise customers worldwide.
- 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.
- We can support with accommodations or adjustments at any stage of the recruitment process.