Strategic Account Manager

Apr, 29
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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.
Are you passionate about engaging with Enterprise customers and have experience with account management, customer success or SaaS sales? Do you enjoy working in smaller teams, while also being part of a company that's experiencing phenomenal growth? Our mission is to “maximise revenue retention with a focus on strategic migration and expansion efforts, while providing a seamless customer experience that ensures continued health and loyalty.” If this interests you, then read on!
With over 200,000 customers worldwide, our Strategic Account Management team owns retention for the largest 10% of Enterprise customers in their respective regions; representing Atlassian's product portfolio, including Jira, Confluence, Jira Service Management and Jira Align. You will drive retention increases across Atlassian’s full product portfolio by proactively engaging on strategic renewals and discovering expansion, upsell, upgrade & cross-sell opportunities. You will partner closely with our Strategic Sales Team to drive Total Book of Business growth. You will be leading Cloud & Data Center sales cycles end-to-end. You are responsible for providing deal support on large strategic opportunities, including white space analysis, install base research and quoting support.
We are looking for team player who can adapt rapidly to changing events and balances complexity of scope of ownership, while accurately judging priorities and keeping track of details. You have over 5 years of software experience with a proven track record of achieving revenue targets and discovering & qualifying sales opportunity, ideally with experience in owning sales engagements end-to-end.
More about you
The team is comprised of proactive, resilient, and empatheticStrategic Account Managers, specialising in retaining and growing Atlassian's full suite of products and services. We have shared performance metrics and goals to inspire collaboration and teamwork, but above all, we believe in the Atlassian values and want to use them as our compass in constantly refining and optimising our non-traditional retention model.

Responsibilities Include:

    • Maximise software retention rates through effective inside sales techniques over the phone, video and email while also minimising customer churn.
    • Lead end-to-end sales motions for our Cloud and Data Center platforms
    • Manage renewals & across a sizeable product portfolio
    • Partner with our Strategic sales team on account planning and driving total book of business growth through whitespace analysis and install base research
    • Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities
    • Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners
    • Forecasting a pipeline for renewals, upsell and cloud migration opportunities

In your first 90 days, we'll expect you to have:

    • Ability to be decisive and prioritise among competing opportunities
    • A team player mindset; driving collaboration and engagement scope with internal stakeholders
    • A customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy
    • Effective communication and active listening skills whilst leading renewal and expansions from start to finish, and engaging with senior stakeholders
    • A strategic approach in reviewing the account footprint and prioritising customer engagements to maximise account growth and retention
    • An ability to continuously learn and implement feedback

Minimum Required Experience:

    • Extensive experience in account management, software renewals, customer success or other relevant business areas
    • Ability to establish rapport and build relationships and trust over the phone and on video across a wide variety of countries and cultures
    • Proven track record of meeting or exceeding performance goals
    • Experience managing customer engagements with Enterprise-level customers
    • Experience managing an end-to-end sales cycle

It's great, but not required, if you have:

    • Experience selling Enterprise SaaS products
    • Experience working with Channel partners to retain and grow customer accounts
    • Experience using Salesforce, Clari and Tableau
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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