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Account Manager, Strategic

Atlassian

Atlassian

Sales & Business Development
Sydney, NSW, Australia · Remote
Posted on Friday, June 14, 2024

Account Manager, Strategic

Sales | Sydney, Australia | Remote, Remote | Brisbane, Australia | Auckland, New Zealand |

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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.


Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 7 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business. You are confident with driving sales engagements end-to-end and are an expert at running cross-sell discovery.

More about you

The team is comprised of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model.

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

  • Manage time effectively and prioritize among competing opportunities

  • Execute creative and unique approaches to help evolve best practices

  • Demonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunity

  • Demonstrate experience leading sales cycles end-to-end

  • Leverage subject matter expertise to build credibility with stakeholders/champions

  • Have a team player mindset; driving collaboration and engagement scope with global stakeholders

  • Have a customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

  • Effectively communicate and show active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholders

  • Have a strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

  • Be a change agent with the ability to continuously learn and implement feedback

  • Show a tendency to operate daily with a sense of urgency, and an affinity for creative problem-solving

  • Understand each of your customers' journeys with Atlassian thus far with identified product use cases

Responsibilities Include:

  • Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

  • Developing Senior and Executive relationships over video conferences as well as in-person

  • Manage high-value renewals & expansion across a sizable product portfolio

  • Ownership of growth opportunity management and sales cycles end-to-end

  • Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

  • 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 accountability for your owned book of business

  • Proactively identifying pockets of risk in your Customer’s portfolio and triaging solutions to mitigate issues before they impact customer satisfaction

  • Managing up internally to provide awareness and advocacy of customer needs

  • Influencing cross-functional partners toward mutually beneficial outcomes


Your background

  • Seven or more years experience in account management, inside sales, 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 high-revenue customer engagements with Enterprise-level customers

  • Experience managing complex, end-to-end sales cycles is preferred

  • Experience selling Enterprise SaaS products across a global account footprint

  • Experience working with Channel Partners & GSIs to retain and grow customer accounts

  • Understanding of the typical SaaS Customer Journey and experience guiding customers through risk scenarios

  • Experience using Salesforce, Clari and Tableau

  • Experience analyzing data to support identifying opportunity and projecting growth trajectories

#LI-Remote

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.

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.