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Global Head of ITSM Solution Sales

3 months ago

San Francisco, California, United States Atlassian Full time

Working at Atlassian
Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
Your future team
At Atlassian, our mission is to empower our customers to thrive in the modern, digital economy. With a multi-billion-dollar software business, we serve over 300,000 paying customers and millions of users worldwide. Our Jira Service Management (JSM) solution stands out as a leader in both the Gartner ITSM Magic Quadrant and the Forrester ITSM Wave. Collaborating with our partners, Atlassian is committed to revolutionizing the current Service Management (ITSM & ESM) market.
We are in search of a seasoned strategic leader in ITSM to join us in driving global revenue growth. This individual will spearhead specialized ITSM sales, shape direct and partner sales strategies, and contribute to our go-to-market approach alongside a diverse cross-functional team. Join our global team dedicated to propelling Atlassian's success by accelerating the growth of one of our most rapidly expanding solutions.
What you'll do

  • Drive exceptional JSM sales growth through successful leadership, organization building, customer and prospect engagement, and highly effective planning and execution of the go-to-market strategy.
  • Take ownership of the enterprise segment's overall JSM revenue goal and OKR, encompassing direct, specialist, and partner sales motion.
  • Manage a team of first and second-line managers responsible for specialized ITSM solutions sales.
  • Engage effectively with large Jira Service Management customers and prospects to drive revenue growth and success.
  • Collaborate with our Partner and Alliances team to develop strategies for expanding Atlassian's JSM partner business.
  • Collaborate with marketing teams to enhance the impact of JSM marketing in our primary regions.
  • Team with direct Enterprise Sales on optimizing the co-selling motion and building pipeline.
  • Promote the optimization of our solution selling approach, including people, systems, and processes, in order to achieve greater success in the market.
  • Act as a strategic partner and advocate for our customers within the product organization to enhance go-to-market strategies and increase client solution adoption.
  • Collaborate across Atlassian to build and deliver a coordinated enablement model.
  • Provide outstanding inspiring interpersonal leadership to lead teams, develop talent, and effect change. Willing and able to be a "doer" and "influencer".
  • Drive business cadence for business reviews, forecast calls, customer account/deal reviews, regular team leadership, and functional/company-wide events.

Your background

  • A minimum of 15 years of relevant experience, combined with extensive experience in large-scale Sales Management. Additionally, a proven track record of 5-10 years in effectively managing both first and second-line managers is required.
  • ITSM/SM market knowledge: Demonstrated expertise and established connections within the service management industry. Ability to build and grow strong relationships with large enterprise customers at a senior decision maker level.
  • Experience in developing and executing Go-to-Market (GTM) models: Established and supervised sophisticated, platform/multi-product sales strategies encompassing field/direct, channel, and catering to a multi-segment (SMB to large Enterprise) and international markets.
  • Partner Friendly: Ability to define, develop and lead go-to-market programs leveraging partners in a fast-paced, rapidly changing environment. Experience working closely with channel partners.
  • Effective Communicator: Excellent presentation, verbal and written communication skills; a highly effective influencer.
  • Empathetic leadership, passionate learner, who values diversity and thrives in a high growth, continuously changing environment. Team builder, team player and a leader.
  • Change Maker You actively seek out opportunities to drive change and positively disrupt the status quo.

Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit to learn more.
About Atlassian
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.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, 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.
To learn more about our culture and hiring process, visit .