Strategic Alliances Manager

2 months ago

Mountain View, California, United States Atlassian Full time
Overview


At Atlassian, we empower our team members to choose their work environment—whether in an office, remotely, or a hybrid approach. This flexibility allows our employees to balance their personal commitments and professional aspirations effectively.

We are seeking a seasoned Partner Manager to oversee strategic System Integrator (SI) partnerships within the Public Sector. This position reports to the Head of Public Sector Channel and is pivotal in driving measurable revenue growth across a variety of enterprise solutions on the Atlassian Platform.

Our mission is to equip our clients to thrive in the digital landscape. With a multi-billion-dollar software enterprise serving over 300,000 paying customers globally, we are dedicated to enhancing our partners' capabilities.

In this role, you will engage with partners and spearhead go-to-market initiatives, cultivating a strong pipeline of collaborative opportunities with major customer agencies. Your leadership and expertise will be crucial in achieving our channel objectives.

The Public Sector team is committed to expanding Atlassian's presence in key markets, particularly within the Public Sector segment.

Given the diverse range of solutions you will manage, a comprehensive understanding of enterprise software channel dynamics—including channel sales, business development, and market strategy—is essential.

You will collaborate closely with various teams across Atlassian, including sales, marketing, and product development, to ensure collective success.

Responsibilities


The Strategic Alliances Manager for the Public Sector will work in tandem with Atlassian's leadership—both in channel and sales—to refine our channel sales strategy and develop a holistic approach to engaging leading SI partners. This will accelerate our growth trajectory through effective partner engagement.

In this role, you will:
  • Assist in formulating and executing the vision for the Public Sector organization.
  • Manage and cultivate a growth model in collaboration with Channel leadership.
  • Create and present a resource allocation plan for a dedicated organizational structure.
  • Partner with Sales and Solution Specialists to enhance co-selling efforts.
  • Develop demand generation strategies across various product and solution areas.
  • Continuously assess partnership and go-to-market models tailored to each solution area.
  • Align with teams in Global Alliances and Channel organizations to deliver a cohesive engagement model.
  • Collaborate with cross-functional teams, including Product, Marketing, Analytics, and Finance.
  • Demonstrate leadership and drive continuous improvement to better serve our customers and partners.
  • Monitor and evaluate the impact of your initiatives on the company's performance.
Qualifications


You are driven by the desire to make a significant impact. You thrive on challenges and are passionate about continuous improvement and scaling a business.

Your decision-making blends strategic vision with analytical insights, utilizing data to guide your investments while maintaining a long-term perspective.

Strong communication skills are essential for building your business case and securing organizational support for your initiatives.

Key qualifications include:

  • Extensive experience in Channel Management and/or Channel Sales.
  • Proven track record in establishing and managing SI partnerships.
  • Exceptional communication skills, with a global cultural awareness.
  • Ability to lead cross-functional initiatives and influence various teams.
  • Focus on driving channel initiatives while maintaining a holistic view of the business.
  • History of exceeding performance metrics in sales and non-revenue targets.
  • A strong legacy of contributing positively beyond individual responsibilities.
Compensation

At Atlassian, we are committed to creating equitable and competitive compensation structures. Our baseline pay is designed to exceed typical market ranges, reflecting our expectations for hiring near this baseline.

Base pay is determined by a candidate's skills, expertise, and experience. We have established geographic pay zones to ensure fairness.

Perks & Benefits

Atlassian offers a comprehensive range of perks and benefits to support you and your family, including health coverage, paid volunteer days, wellness resources, and more.

About Atlassian

At Atlassian, our shared goal is to unlock the potential of every team. Our software solutions facilitate collaboration across the globe, enabling teams to achieve what may seem impossible alone.

We value the unique contributions of all Atlassians, which drive our success. We are committed to inclusivity and do not discriminate based on race, religion, national origin, gender identity, sexual orientation, age, or disability status.

Your information will be kept confidential in accordance with EEO guidelines. We are also prepared to provide accommodations throughout the recruitment process to ensure the best experience for all candidates.

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