Head of Global Alliances - Strategic GSI Partner

Overview

Working at Atlassian

Atlassian's 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.

Overview

Atlassian is looking for an experienced Global Alliances leader for a General Manager role covering one of our most significant GSI partners. This role reports directly to the Head of Global Alliances, and will be responsible for growing incremental, measurable revenue on a global basis, across a diverse range of enterprise solutions built on the Atlassian Platform.

We are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, dynamic software business with over 300,000 paying customers, and millions of users around the globe. Many of these organizations acquire Atlassian tools through our network of partners - including a growing number of Global System Integrators (GSIs).

In this role, you will be responsible for partner engagement and go-to-market efforts, developing a robust pipeline of joint opportunities with some of our largest enterprise customers. Using your experience and leadership skills, you will deliver successful outcomes against our channel targets.

As the Global Alliances team, we help to expand the footprint of Atlassian in key markets and industries, with a specific focus on our enterprise customer segment. Since you will be working with a Strategic partner across a diverse range of solution areas, you will need a broad understanding of enterprise software channel business including channel sales, channel strategy and market development. Most importantly, you will work closely with teams across Atlassian - including sales, marketing, product development and others - to build success.

Responsibilities

Responsibilities

The Head of Global Alliances - Strategic GSI role will work closely with the Atlassian leadership team - both channel & sales - to lead the strategy and ongoing improvement of our channel sales model and build a comprehensive approach to engaging with a leading GSI partner to accelerate our channel growth trajectory through the motions of our partner-facing functions.

In This Role, You'll Get To:

• Assist in planning and executing the vision of the Global Alliances organization
• Manage and develop a growth model working closely with our Channel leadership
• Create and present a resourcing plan for a dedicated organizational structure
• Team with our Enterprise Sales and Solution Specialists on optimizing the co-selling motion
• Develop demand generation strategies across different product and solution areas
• Continuously evaluate different partnership and go-to-market models, unique to each solution area
• Align with counterparts in the Channel field and program organizations to build and deliver a coordinated engagement model
• Collaborate with cross-functional teams, including Product, Marketing, Analytics, Finance, and others
• “Be the change you seek” and demonstrate leadership while helping Atlassian to continuously improve our ability to better serve our customers and partners
• Monitor, measure, and assess how your critical initiatives and investments are delivering results for the company
  
  
  

Qualifications

Qualifications

• You want to be a part of something big. You enjoy pursuing challenges and making your mark. You are passionate about continuous learning and improvement, and you are excited about building out a scalable business.
• Your decision process is a balance of vision and analytics, using data to inform your investments while still focusing on a long-term view. And you are an effective communicator in building your business case and getting organizational buy-in to support your recommendations.
• Substantial experience in Channel Management and/or Channel Sales
• Experience building and managing Global Alliance partnerships
• Strong communication skills - both through language and cultural understanding globally
• An understanding of how to deliver as a cross-functional leader by engaging with and influencing other groups within the organization
• The ability to focus and drive channel initiatives, but also keep an eye on the business as a whole
• A proven record of meeting or exceeding performance metrics - both sales/bookings as well as non-revenue targets
• A strong history of making a positive impact outside of the individual role
  
  
  

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: $222,800 - $297,000

Zone B: $200,500 - $267,300

Zone C: $184,900 - $246,600

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.

Our Perks & Benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.

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 .