Atlassian is looking for a senior manager to lead the Solutions Engineering (SE) team within the Enterprise segment in North America. This leader will be vital in shaping a rapidly growing team and critical function within the Atlassian sales team. Atlassian's Solutions Engineering team partners with 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.
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:
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Zone A: $165,300 - $220,400
Zone B: $148,800 - $198,300
Zone C: $137,200 - $182,900
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.
The Role
As the Solutions Engineering leader of the Americas, Enterprise organization you will focus on building credibility and trust with the technical leaders with our Fortune 1000 customers & prospects 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 Atlassian's 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 play a crucial role in driving our sales efforts by building highly scalable sales processes, tools and techniques. This leader will have experience building operational effectiveness and rigor across the organization. It's critical that the team is equipped with standard and repeatable tools, assets and processes. This individual will lead a team of skilled solutions engineers and collaborate closely with the sales, product, and partner teams to develop and articulate comprehensive cross-functional strategies and technical solutions that address the business challenges of a broad set of the customer base. 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 ideal candidate understands & can demonstrate how to continually advance the team's organization, strategy, and tactical activities to best impact the business growth expectations.
Your Future Team
You will manage an organization full of solutions rockstars for Agile, DevOps, ITSM, and Work Management solutions, who can speak to any customer technical and strategic fit for our solutions.
The SE team is globally distributed with a presence across US, Europe, and APAC, and they guide customers through the execution of high-profile product evaluations using in-depth knowledge of Atlassian products and industry best practices. This can take on many forms from product demonstrations, phone calls, email support, and occasional on-site visits.
The SE team also acts as a feedback funnel directly to our product management teams, offering insights and recommendations gathered from their customer interactions. You will continue to evolve the SE team's craft around providing technical expertise in the sales cycle to qualify opportunities and close deals.
The SE team interacts with Global 2000 companies daily, working closely with our go-to-market teams to provide an enterprise-grade experience to our customers. We're a global team that gets s#$% done, built on Atlassian's core values. If this mirrors how you want to work, we are excited to have you join the team and help our company grow and change.
Responsibilities
In this job, you will:
- Leadership & Team Development:
- Lead, mentor, and inspire a growing team of sales engineers, fostering a culture of excellence, innovation, and continuous improvement
- Develop and implement training programs to enhance the team's technical and professional sales skills
- Build & optimize processes that support rapid growth and expansion across the team and the business
- Provide thought leadership and collaborate with internal Atlassian business units and stakeholders, craft the model of the Enterprise market segment
- 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 sales engineering aligned with the Strategic market segment
- 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 North America. 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 the Strategic market and create new routes to market to create a new prospecting pipeline funnel 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 product management, marketing, and R&D teams to ensure the development of solutions that align with market demands and customer feedback
- Serve as a liaison between sales engineering and other departments to communicate customer needs and market trends
- Maintain a rigorous feedback loop with the product teams and deliver a point of view on roadmap investment priorities
- Drive the creation of technical collateral, including whitepapers, case studies, and solution briefs
- 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, Business practices and preferences
- Represent the company at industry conferences, trade shows, and customer events, showcasing our solutions and thought leadership
- 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, as well as 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.
You have:
- 6+ years of experience in sales engineering, with some of that time in a leadership role within a global, high-growth technology
- Successfully led diverse teams to reach challenging goals and can leverage organizational networks to get things done
- 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 have the ability to manage your time effectively
- 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
- Prior background in solutions and value 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 is a plus
- Experience managing distributed remote teams is a plus