Senior Partner Development Manager

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.
We are looking to add an experienced Senior Partner Development Manager to join our Northern Europe Channel team focusing on the Benelux and Nordics market. Your main responsibility will be developing a portfolio of consulting, services, and selling partners, in order to build Atlassian's presence and market share in the region.
Your expertise extends to navigating complex partnership models to drive customer success. With experience in expanding indirect sales and delivery teams, you have a deep understanding of how to generate value and increase volume through partnerships.You understand that investing in onboarding and enabling partners will yield long-term benefits.
Coming from an enterprise software vendor background, you are eager to seek new challenges at a hyper-growth company where innovative business models can be explored without hesitation.
This role reports to the Head of Benelux/Nordics. Our objective is to establish a channel that can offer valuable services, ensuring customer satisfaction and driving adoption of Atlassian products.
What you'll do

• Recruit and activate a leading Global and Regional System Integrators to accelerate the Atlassian customer sales and success objectives in the Benelux/Nordics regions.
• Create a territory recruitment plan in collaboration with Head of Next Gen Partners, channel leaders and the assigned partner account team.
• Leverage enterprise value-based selling techniques to strategically recruit the right partners that results in reduced time to activation and increase in mutual business impact.
• Build a business case-driven activation plan with the partner solution architects, partner marketing managers and other overlay supporting teams.
• Perform constant discovery of system integrator partner needs from Atlassian, best practices, and effectively report feedback to inform our enterprise channel strategy.

Key results to deliver

• Complete compelling and long term joint business cases with approved enterprise system integrators
• Activate joint GTM to generate partner influenced cloud pipeline and ACV in collaboration with cross functional team members across sales, solution architecture, marketing and GTM.
• Partner with Atlassian solution specialists to build differentiated partner solution practices that deliver customer outcomes.

Your background
You possess a strong drive and analytical mindset, making you an ideal candidate for the role of a Channel business sales professional. You understand and develop partners business and go to market models, building rapport and value in the working relationship.

• 10 years of experience in enterprise SaaS channel and alliances
• 5 years of experience in recruitment and development of GSI and Large RSI Partner Services Practices.
• Demonstrated expertise in value-based selling and partner business case development
• Passionate team player, obsessed with learning new things and strong communication skills

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 go.atlassian.com/perksandbenefits 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 go.atlassian.com/crh .