Senior Partner Development Manager

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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
Your Future Team
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.
In this role you will:

• 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.

Your background:

• 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

Must haves:

• 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

Nice to have:

• 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

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:
Zone A: $164,300 - $219,100
Zone B: $147,900 - $197,200
Zone C: $136,400 - $181,900
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.
Perks & benefits
Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits .
About Atlassian
At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .