Your future team
The primary responsibility of the Head of Emerging Channel Partners is to lead an organization of seasoned Sr. Partner Development Managers. This team leads and manager focuses on extending Atlassian's business model by recruiting and developing a portfolio of consulting, services, and selling partners. The leader will be responsible for growing and shaping the team and partners in order to build Atlassian's presence and market share in the region.
With experience in developing practices to drive outcomes in 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.
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Your expertise extends to navigating complex partnership models to assemble the right portfolio of capable partners to ensure customer success. You approach your work with a process-oriented mindset, using metrics to inform data-driven decision-making. Recognizing the importance of partner recruitment, you understand that investing in onboarding and enabling partners will yield long-term benefits.
You will report to the Head of Global Channels and is an important part of our global organization. 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 multiple teams including partner programs, enablement, field marketing, sales, and serves as a representative for us in the field.
This is a remote position. To help our teams work together effectively, this role requires you to be located in the United States.
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:
Zone A: $222,800 - $297,000
Zone B: $200,500 - $267,300
Zone C: $184,900 - $246,600
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones 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.
- Build a Sr. Partner Development Partner Team to extend the Atlassian Channel business charter - to grow the customer community, to service and support our customers, and be Atlassian's megaphone to the world.
- Run a pipeline of partnership opportunities sourced through recruitment and activation motions
- Manage a cadence with the channel team to ensure capable capacity and objectives are identified and met
- Create a business plan on how to grow the various regions to achieve goals on channel recruitment
- Have a technical understanding of Atlassian products and can present/speak at local community events.
- Review Channel Manager regional / solution coverage gap analysis to identify where to focus recruitment efforts
- Help sell into accounts as needed
- Minimum 15 years work experience with a minimum 10+ years of enterprise software industry business development experience developing value-added resellers or related channel business
- Experience leading teams of Partner Managers
- Successful experience and performance against sales targets
- Experience establishing and maintaining senior level relationships
- Experience profiling, identifying and recruiting system integrator / consulting firms and technology partners worldwide