Head of Emerging Channel Partners

Overview:

The primary responsibility of the Head of Emerging Channel Partners is to lead an organization of seasoned Sr. Partner Development Managers. This team leads and manager focuses on extending Atlassian's business model by recruiting and developing a portfolio of consulting, services, and selling partners. The leader will be responsible for growing and shaping the team and partners in order to build Atlassian's presence and market share in the region.

You possess a strong drive and analytical mindset, making you an ideal candidate for the role of a business sales professional. With experience in developing practices to drive outcomes in indirect sales and delivery teams, you have a deep understanding of how to generate value and increase volume through partnerships with hundreds of partners and thousands of customers. Your focus lies in driving channel initiatives while also keeping a holistic view of the overall business, ensuring that decisions are made with future growth in mind.

Your expertise extends to navigating complex partnership models to assemble the right portfolio of capable partners to ensure customer success. You approach your work with a process-oriented mindset, utilizing metrics to inform data-driven decision-making. Recognizing the importance of aggressive partner recruitment, you understand that investing in onboarding and enabling partners will yield long-term benefits.

Coming from an enterprise software vendor background, you are eager to seek new challenges at a hyper-growth company where innovative business models can be explored without hesitation.

This role reports to the Head of Global Channels and is a vital part of our global organization. Our objective is to establish a channel that can offer valuable services, ensuring customer satisfaction and driving adoption of Atlassian products. The position collaborates closely with various teams including partner programs, enablement, field marketing, sales, and serves as a representative for the company in the field.

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.

Responsibilities:

• Build a Sr. Partner Development Partner Team to extend the Atlassian Channel business charter - to grow the customer community, to service and support our customers, and be Atlassian's megaphone to the world.

• Run a pipeline of partnership opportunities sourced through recruitment and activation motions

• Manage a cadence with the channel team to ensure capable capacity and objectives are identified and met

• Create a business plan on how to grow the various regions to achieve goals on channel recruitment

• Highly knowledgeable about the region and the business metrics of relevant markets

• Have a technical understanding of Atlassian products and can present/speak at local community events.

• Understand the partner's businesses, their products and their metrics.

• Review Channel Manager regional / solution coverage gap analysis to identify where to focus recruitment efforts

• Be able to help sell into an account where necessary

Qualifications:

• To perform this job successfully, an individual must meet the minimum qualifications. The requirements listed below are representative of the knowledge, skill, and/or ability required

• Demonstrates leadership and passion

• Successful experience and performance against sales targets

• Experience that demonstrates an ability to establish and maintain sr. level relationships effectively

• Ability to profile, identify and recruit system integrator / consulting firms and technology partners worldwide

• Outgoing, self-motivated, organized, creative, respectful, high level of integrity and with a can-do attitude

• Exceptional oral and written communication skills