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Senior Partner Manager

San Francisco, CA / Remote

Want to help grow our Marketplace? Come join our program and help drive the next generation of our Marketplace Partners as we embark on a multi-year journey to expand and extend into a platform company. Our current team of Partner Managers manage and support our Marketplace Partners who build apps on top of our products and platform today. These partners are responsible for the success both SMB and Enterprise customers of Atlassian and continue to drive stickiness to our platform. Our Marketplace Partners continue to align with our internal teams through our Partner Managers, jointly setting targets and goals to achieve. Our partner manager team continues to expand, covering all sorts of Marketplace Partner segments and use cases, all centered around solving customer problems with extensive joint solutions.

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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: $158,000 - $210,600

Zone B: $142,200 - $189,600

Zone C: $131,100 - $174,800

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.

Must Have Responsibilities

  • Track record of successfully owning, driving and managing partnerships and/or Global Enterprise Accounts against quarterly targets
  • Serve as a key member of the Partner and Business Development teams in helping to deliver the overall Apps Marketplace partner strategy.
  • Create a strategic partner development plan for target partners and customers, and ensure it's in line with the Atlassian Marketplace overall plan. This includes developing detailed account plans to manage and track the progress of each ISV provider and achievement against partner goals.
  • Work with the various partner leaders to execute the strategic business plan while working with key internal stakeholders (e.g. solutions architects, services teams, marketing, PR, legal, support, etc.).
  • Understand the technical requirements of our marketplace providers and work closely with the internal development team to guide the direction of our product offerings.
  • Prior experience helping a ISV technology company deploy a software product in a SaaS model, or other relevant experience helping an ISV transform an existing software product to a new delivery model
  • Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models.
  • Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.

Could Have Responsibilities

  • The right person will ideally possess 7+ years of tech/software sales or business development experience in the software/technology industry
  • Work with a select group of new and existing partners to define and execute joint Go to Market (GTM) and technical programs.
  • Set and manage revenue guidelines and work with the ISV and Atlassian channel organizations to achieve/exceed goals.
  • Manage and close a pipeline of enterprise customer opportunities associated with assigned solution providers tied to migrations.
  • Work closely with the partner's customer base to ensure they are successful using Atlassian services.
  • Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
  • Prepare and give business reviews to the senior management team.
  • Support complex contract negotiations and serve as a liaison to the legal group.
  • Consistently exceeds quota and key performance metrics, with hands on experience negotiating enterprise contracts with F100 companies

Basic Qualifications

  • Have worked with B2B ISV/Marketplace partners before
  • Have experience with Cloud and SaaS (Software as a Service)
  • Experience interpreting data and making business recommendations
  • Experience developing strategies that influence leadership decisions at the organizational level
  • Experience managing programs across cross functional teams, building processes and coordinating release schedules
  • Experience with complex lift-and-shift procedures, tasks and efforts across enterprise infrastructures

Preferred Qualifications

  • Experience identifying, negotiating, and executing complex business and legal agreements
  • Familiar with the Atlassian toolset, particularly the Atlassian Marketplace.
  • Experience with Security Compliance Certification (ISO/SOC/FEDRAMP)
  • High level understanding of Program management and development

Client-provided location(s): San Francisco, CA, USA; New York, NY, USA; Washington, DC, USA; Austin, TX, USA; Canada
Job ID: Atlassian-13577
Employment Type: Full Time

Perks and Benefits

  • Health and Wellness

    • Health Insurance
    • Dental Insurance
    • Vision Insurance
    • Life Insurance
    • Short-Term Disability
    • Long-Term Disability
    • FSA
    • HSA With Employer Contribution
    • Fitness Subsidies
    • Mental Health Benefits
    • On-Site Gym
    • HSA
  • Parental Benefits

    • Adoption Leave
    • Birth Parent or Maternity Leave
    • Non-Birth Parent or Paternity Leave
    • Fertility Benefits
    • Adoption Assistance Program
    • Family Support Resources
  • Work Flexibility

    • Flexible Work Hours
    • Remote Work Opportunities
    • Hybrid Work Opportunities
    • Work-From-Home Stipend
  • Office Life and Perks

    • Holiday Events
    • Casual Dress
    • Pet-friendly Office
    • Happy Hours
    • Snacks
    • Some Meals Provided
    • On-Site Cafeteria
  • Vacation and Time Off

    • Paid Vacation
    • Unlimited Paid Time Off
    • Paid Holidays
    • Personal/Sick Days
    • Volunteer Time Off
    • Sabbatical
    • Leave of Absence
  • Financial and Retirement

    • 401(K) With Company Matching
    • Company Equity
    • Performance Bonus
    • Relocation Assistance
    • Financial Counseling
  • Professional Development

    • Access to Online Courses
    • Internship Program
    • Leadership Training Program
    • Tuition Reimbursement
    • Learning and Development Stipend
    • Promote From Within
  • Diversity and Inclusion

    • Founder led
    • Employee Resource Groups (ERG)
    • Diversity, Equity, and Inclusion Program

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