Senior Partner Manager Benelux

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.

Responsibilities

The Partner Manager's primary responsibility is to focus on extending Atlassian's business model through the recruitment and development of a portfolio of named managed Partners. The Partner Manager will grow and shape Partners to build Atlassian's mind and market share in the Benelux market. We are looking for someone who understands how to navigate a growing partner & alliances business and how to build Partner's business.

More about you

You are a highly motivated, analytically driven business person who can work independently and play as a team. You have proven and demonstrated success in partner management and Enterprise solution sales. You focus and lead partner projects, but also keep an eye on the business as a whole ensuring that decisions are made with future growth in mind. You have worked with Partners directly and understand their culture and needs to help motivate and build a successful Partner. You have experience in the enterprise space at successful Enterprise software companies, you don't like the go-to-market approaches of legacy vendors and want to rewrite the book on how business can be done. "Enable, and Co-Sell" is your motto, and Partners actually enjoy building business plans with you and the teams we support internally.

What you'll be doing:

• Grow subscription sales in managed Partners and show business impact through a portfolio of new and existing Partners
• Ensure Partner engagement on product campaigns and marketing activities
• Understand and develop their Partners business and their products, building rapport and value in the working relationship
• Sustain a high level of customer satisfaction
• Collaborate with other Partner managers, enablement, sales, programs, and other key functions for Partner success in the region
• Identify, recruit and enable new Partners to deliver the program's goals

• Manage Partners to deliver the Atlassian Partner & Alliances business charter - to grow the customer community, to service our customers, and to be Atlassian's megaphone to the world
• Build engagement and success with local subsidiaries of the Atlassian GSI's
• Coordinate EMEA partner management for one of the growing SI's
• Accurate pipeline/forecasting for managed Partners
• Ensuring co-selling expectations with Atlassian partners
• Highly knowledgeable about the Benelux market and the business metrics of relevant markets
• Have a technical understanding of Atlassian products and can present to Partners and customers with ease
• Understand the Partner's businesses, their products, and their metrics
• Be ready to support transformation from license-heavy business to services-led engagements
• Manage MDF (marketing development funds) for the region and distribute to partners in order to support Atlassian growth objectives
• Work with the Partner Solutions Architect (PSA) team in co-developing partner solutions & bring to market
• Manage Partner pipeline and support customer opportunities when appropriate
• Be able to help sell into an account where necessary

• 15+ years of enterprise software industry experience recruiting, enabling, and developing value-added solution focused Partners or related channel business, preferably with Cloud, SaaS, ITSM, DevOps, and Agile focused partners
• Experience that demonstrates an ability to establish and maintain relationships effectively
• Be a strategic coach for building a business plan with Partner Principals but also a tactical resource in the field for Partner Account Teams
• Outgoing, self-motivated, organized, creative, respectful, high level of integrity, and with a can-do attitude
• Exceptional oral and written communication skills
• Knowledge of the Benelux market, Dutch speaking requirement