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.
This is a remote position. To help our teams work together effectively, this role requires you to be located in the UK, Poland, or the Netherlands.
The primary responsibility of the Head of EMEA Channel Sales is to lead an organisation of Channel Partner Managers. Our Partner Managers focus on extending Atlassian's business model by recruiting and developing a portfolio of consulting, services, and selling partners. As their leader you will grow and shape the team and partners, in order to build Atlassian's presence, skills, sales, and market share in the region.
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You will report to the Head of Global Channels. Our objective is to establish a channel that can offer valuable services, ensuring customer satisfaction and driving adoption of Atlassian products. You will collaborate with teams including partner programs, enablement, field marketing, and direct sales, and serve as a representative for Atlassian in the field.
More about you
You possess a strong drive and analytical mindset. With experience managing and expanding indirect sales and delivery teams, you understand how to generate value and increase volume through partnerships with hundreds of partners and thousands of customers. Your focus lies in driving channel initiatives while also keeping a holistic view of the business, ensuring that decisions are made with future growth in mind.
Your expertise extends to navigating complex partnership models to assemble the right portfolio of capable partners to ensure Atlassian and customer success. You use metrics to inform data-driven decision-making. Recognising the importance of partner recruitment, 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.
What you'll do
- Manage the EMEA channel team to deliver the Atlassian Channel business charter - which is to grow the customer community, to service and support our customers, and be Atlassian's megaphone to the world
- Run a sales pipeline discipline of opportunities sourced through the channel partners
- Manage a cadence with the channel team to ensure business objectives are identified and met
- Create a business plan on how to grow the region to achieve the partner sales targets, including specific goals on channel recruitment
- Understand the partner's businesses, their products and their metrics
- Manage Marketing Development Funds for the region, and set the goals for the Channel Managers and Partners to support Atlassian's marketing objectives and activities
- Manage channel pipeline and support customer opportunities when appropriate
- Review Channel Manager regional / solution coverage gap analysis to identify where to focus recruitment efforts
- Mentor the team and partners on scaling their business around the Atlassian business model
- Grow subscription sales through growth partners
- Identify strategy and focus to recruit and enable new partners to deliver the program's goals
- Guide sales and service lead distribution to the most capable partner
- Ensure partner engagement on product campaigns and marketing activities
- Work with partners on sustaining a high level of customer satisfaction
Your background
- 10+ years of experience developing value-added resellers or related channel business in the enterprise software industry
- Experience leading a team of managers
- Highly knowledgeable about the EMEA region and the business metrics of relevant markets
- Demonstrated channel and sales leadership
- Experience successfully performing against sales targets
- Experience sponsoring the identification and recruitment of system integrator / consulting firms and technology partners worldwide
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/perksandbenefitsto 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.
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