Enterprise Channel Acceleration Manager

Apr, 28
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Working at Atlassian
Atlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or return to an office as they reopen (unless it’s necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
With a sufficient timezone overlap with the team, we’re able to hire eligible candidates for this role from any location in Australia and New Zealand. If this sparks your interest, apply today and chat with our friendly Recruitment team further.
At Atlassian, we are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, fast-growing software business with over 180,000 paying customers, hundreds of sales and implementation partners, and millions of users around the globe. Our culture is open, welcoming, collaborative, and passionately focused on our customers’ success.
Our Channel team builds and implements an effective sales strategy for our Partners. They drive the adoption of select products and services to our largest customers through Solution Partners. At the same time, we want you to be a partner to our Strategic Advocates that lead accounts in this cohort. Providing seamless communication across Customer, Partner and Advocate through the sales cycle and after, ensuring that our product experience to our customers is exceptional and our Partners have the support they need to be successful. You will work within a territory across APAC comprised of named accounts, led by a Strategic Advocate team based in Australia and will work arm-in-arm with partners that are engaged at these accounts.
You'll do all of this in tight coordination with our Regional Channel Managers, Product Specialists, Business Development and Marketing organisation.
You will also work with our US based partner programs and success teams to successfully land global partner programs within the APAC Channel Managers and Channel Specialists. This is a two-way feedback process whereby APAC Channel Manager needs are shared with global teams and global programs are then delivered to Channel Managers to be delivered within APAC territories.
There is simply not a more exciting and impactful enterprise opportunity for a Channel Manager anywhere.
Is this the opportunity for you?

The Enterprise Channel Manager (ECAM) has the following priorities:

    • Align Field and Channel go-to-market strategy within APAC
    • Plan and execute on focus large customer segments to ensure partner capability, availability and reference-ability is optimised to deliver Enterprise Solutions
    • Through two-way feedback, align the growth plans for APAC territories to the initiatives of the Channel Programs and Channel Success teams
    • Partner closely with Channel leadership, programs and success to land actionable, measurable projects that accelerate sales growth and improve existing partner planning and communications in APAC
    • “Be the change you seek” and demonstrate unselfish leadership while helping Atlassian to continuously improve our ability to better serve our marketplace
    • And never, ever &@%# the customer

On your first day we'll expect you to have:

    • Proven track record of over-plan sales and channel growth
    • Proven experience working in field sales through Solution Partners or in a Channel Management role for enterprise software companies focused on Digital Transformation, agile PPM, ERP, BI, or other enterprise solutions
    • Experience working with APAC territories beyond just Australia
    • A history of working effectively in multi-channel, multi-product firms where internal/external bridge-building and partnering is an essential quality
    • Excellent business insight! Understanding of how to position, sell and negotiate value, calculate return on investment, and strategic selling
    • Mastered executive communication, but also feel comfortable working with technology evaluation and procurement teams
    • While highly proficient and confident, you remain coachable and strive to be the very best. Your ego is fully in-check
    • Working closely with our Strategic Enterprise Advocates and global Channel Programs and Success teams
    • An extreme sense of responsibility and accountability. We have ambitious goals and need you to execute relentlessly to “get stuff done”
Our perks & benefits
To support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.
About Atlassian
The world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we're motivated by a common goal: to unleash the potential of every team.
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 learn more about our culture and hiring process, explore our Candidate Resource Hub.
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