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 position will be based in Australia.
Atlassian is looking for a Director, Solutions Engineering, that can successfully perform in a dual role. In the APAC region, the team is still in growth mode, and therefore doesn't necessitate two full-time leaders over the Solutions Engineering function. As a result, we are looking for a strong Solutions Engineering lead that can lead a growing team of Solutions Engineers across ANZ, while also fulfilling the critical role as a SE Excellence leader across the Global Solutions Engineering function.
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Atlassian's Solutions Engineering team partners with both our direct sales and channel sales teams to deliver technical expertise in the sales cycle and assist in qualifying and closing high-value strategic opportunities, while shaping the customer's solutions purchasing decisions across the full Atlassian suite of products. The ideal candidate will possess a unique blend of technical expertise, strategic thinking, and leadership skills.
As the Director, Solutions Engineering & SE Excellence, you will lead a team of direct customer facing Solution Engineers, with a focus on building credibility and trust with the technical leaders & executives across our three market segments (Strategic, Enterprise, Mid-Market) in ANZ by developing cross-functional strategies and solutions. Our team brings technical expertise, real-world experience, strong executive engagement skills and an inspirational mindset to help our customers understand the opportunities of Atlassians "System of Work" Platform. We act as technical leaders, helping customers solve their most complex business challenges through the value they realize from Atlassian solutions. We do this by leveraging best practice and industry standards to build customer trust, align to business outcomes and architect best in class solutions.
This Leader will also play a crucial role in evolving the Solution Engineering organization, by leading the efforts to build a highly scalable, high performing organization that is deeply entrenched in performance metrics, standards and scale. The ideal candidate will understand and have experience building and enabling the team on high-impact sales processes, evaluating areas of sales engineering efficiency and working with Solutions Engineering leadership to build a continuously evolving competency matrix and maturity model aligned to the evolving customer journey. The ideal candidate will have a strong background in upleveling the professional selling skills of the team, specifically in value creation of SaaS & Cloud solutions.
The candidate understands & can demonstrate how to continually advance the organization, strategy and tactical activities of the team to best impact the business growth expectations.
Leadership & Team Development:
- Lead, mentor, and inspire a Regional team of sales engineers, fostering a culture of excellence, innovation, and continuous improvement.
- Develop and implement training programs to enhance the technical and professional sales skills of the team.
- Build & Optimize processes that support rapid growth and expansion across the team and the business.
- Provide thought leadership and collaborate with internal Atlassiana business units and stakeholders, craft the model of the Mid-market organization.
- Buildout scalable functions that best serve the needs of the business while providing adequate Solutions Engineering coverage to meet the needs of the business
- Continue to build out team domain disciplines in Cloud Migration, Service Management, Agile, DevOps, and Work Management solutions
- Establish performance metrics and conduct regular evaluations to ensure team members meet and exceed goals.
- Strategic Planning & Execution:
- Collaborate with senior leadership to define and execute the global sales engineering strategy related to organizational performance, value contribution and growth.
- Define and Operationalize "Metrics that Matter" to effectively manage the business and ensure the most effective utilization of SE resources
- Identify and prioritize key market opportunities, driving initiatives to capture new business and expand existing accounts.
- Ensure proper alignment of resources and effective utilization of skill sets within assigned regions.
- Align sales engineering activities with overall company goals and objectives.
- Customer Engagement & Solution Design:
- Engage in high impact sales pursuits across the global Mid-Market business. Interact at multiple levels within a customer account (Enterprise Architects, Domain Architects, Directors, VPs, and CXOs) and maintain these relationships throughout their customer journey.
- Provide technical leadership during sales presentations, demonstrations, and proof-of-concept engagements
- Engage with marketing to align on effective Pipeline generation activities in Mid-Market, create new routes to market to create new funnel prospecting pipeline
- Ensure the seamless integration and deployment of solutions, addressing any technical issues that may arise
- Demonstrate strong executive alignment with key resources across the Partner/Channel community
- Cross-Functional Collaboration:
- Work closely with Sales Operations, Strategy, Finance and Marketing,to ensure the Solutions Engineering strategy is aligned to the corporate strategy and is tightly aligned to the growth metrics of the company.
- Serve as a liaison between sales engineering and other departments to communicate customer needs and market trends.
- Maintain a standardized engagement model that reflects the roles and responsibilities of the various Atlassian resources that aligns to the customer journey.
- Market & Industry Expertise:
- Stay abreast of industry trends, competitive landscape, and emerging technologies to provide strategic insights and recommendations.
- Understand the local market nuances across the Global customer base, including Culture, and Business practices and preferences.
- Develop and maintain strong relationships with key industry stakeholders and partners.
The SE team's expertise is often critical to developing new solution based sales opportunities in our high-growth business, and shaping the enablement and go-to-market perspective around such solutions. You will need to partner with a diverse set of stakeholders - direct sales, channel sales, field marketing, product marketing, and sales enablement - to best shape the areas of joint execution with each team. Given the broad demand for your team's time and expertise, you will need to negotiate prioritization of when and where SE assistance is best used with each team.
- 8+ years of experience in sales engineering, with at least 5 years in a leadership role within a global, high-growth technology
- Bachelor's degree in Engineering, Computer Science, or a related field; MBA or advanced technical degree preferred.
- Successfully led diverse teams to reach challenging goals and can leverage organizational networks to get things done. Be Hungry and Humble.
- Passion and energy for building business relationships and is accustomed to driving the simplification of complex concepts into compelling customer proposals
- Drive for results using out-of-the-box innovative thinking together with excellent problem-solving skills
- The ability to multiply the effect of a team through situational leadership, constant challenge and a team-first mindset
- Strong written and oral communication skills and ability to manage your time effectively are critical.
- Ideally, we're looking for someone with a prior background in solutions selling to Software Development or IT c-suite/SVPs/VP leadership, and who understands the ecosystem of potential integrations and partnerships we would work with.
- Experience managing distributed remote teams is a plus.
- You want to be a part of something big. You are up for the challenge of running a team within a fast-growing organization and balancing the needs of the team with the needs of the business.
- You enjoy mentoring and inspiring your team with a growth mindset.