Sales | Full-Time
The Program Manager, Partner Capability reports into the Head of Partner GTM Ops and owns four connected outcomes: a shared, evidence-based capability building framework for strong partner practices, formally approved by Partner and Alliance Leadership and endorsed and adopted by Atlassian Sales; ongoing operations and program management for all existing capability-building programs via a journey linking these programs and GTM motions to measure progression; and a matrix that guides field execution for each partner. The role works across regional Partner Solution Architect leadership, Partner Solution Success, regional Partner leadership, Partner Marketing, and Atlassian Sales. This role requires experience managing ongoing cross-functional programs as well as understanding partner practice capability, solution maturity, and field readiness.
Define the capability framework.- Inventory existing partner practices, partner solutions, capability programs, and proven regional approaches to establish the baseline for what good looks like.
- Define evidence-based standards for capability building, validation, and activation along with specific GTM motions at each stage.
- Package the standards, governance, and motion choices into a repeatable field playbook aligned with the Activation Framework. Secure documented Partner leadership approval of the framework and explicit endorsement and adoption from Atlassian Sales leadership.
Build the capability journey and operationalize the programs within it.- Connect existing capability building programs and relevant high-touch and scaled GTM motions into a capability-building journey from validation through activation and measured outcomes.
- Define evidence and progression criteria at each stage, including readiness for pipeline-generating motions, customer delivery, and consumption; align each stage with the framework's standards and the matrix's assessment criteria.
- Own the operating cadence, governance, dependencies, communications, measurement, and continuous improvement for the programs within the journey, coordinating with subject-matter and strategy owners.
Build and maintain the partner capability matrix.- Assess each partner's overall practice capability separately from the maturity of its individual solutions; record evidence, gaps, activation readiness, and the relevant capability-building program or GTM motion that would advance each.
- Validate and regularly update assessments with regional partner field teams; translate each matrix finding into a clear next action, owner, and progression criterion so the field knows how to execute partner development.
- Report capability gaps, activated practices and solutions, outcomes, and risks to leadership; use findings to improve the framework and journey.
- Program management: 7+ years running ongoing cross-functional programs, including setting the schedule, governance, RACI, dependencies, communications and measurement. Experience running several connected programs as one portfolio, not as separate projects.
- Partner ecosystem knowledge: 5+ years in partner, channel or alliance roles at a SaaS or enterprise software company. Understands how partners build practices, deliver to customers and go to market together with a vendor.
- Framework design: Has built evidence-based frameworks, maturity models or certification standards from scratch. This includes inventorying what already exists and turning it into a repeatable playbook.
- Executive alignment: A track record of getting formal approval from leadership and getting sales leaders to adopt a shared framework.
- Data and measurement: Can define KPIs and progression criteria, and build scorecards and dashboards that show capability progress, activation, pipeline, adoption and consumption. Can report gaps and risks clearly to senior leaders.
- Influence without authority: Gets regional partner field leaders, Partner Marketing and program owners aligned without managing them directly.
- Lean operating mindset: Reuses existing evidence, partner plans and review meetings instead of adding new reporting layers.
Preferred qualifications- Understanding of Atlassian's partner program, or similar enterprise SaaS ecosystems.
- Background in partner enablement, learning paths, certification programs or partner practice and solution validation.
- Familiarity with go-to-market motions from pipeline generation through delivery and scale (ideate → build → market → scale).
- Has worked across global regions (AMER, EMEA, APAC) and scaled one global standard across them.
- Exposure to AI-era solution validation and partner AI readiness.
- PMP, PgMP or similar program management certification.
CompensationAt Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.
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