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Head of Solution Engineering, Strategic Accounts

Atlassian

Atlassian

Oregon, USA · Remote
Posted on Saturday, June 15, 2024

Head of Solution Engineering, Strategic Accounts

Sales | Remote, Americas | Remote, Remote | Remote-EMEA, Remote EMEA | Full-Time

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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 looking for a global leader for our Solutions Engineering (SE) team within the Strategic market segment to lead and shape a rapidly growing team and key function within the Atlassian sales team. Atlassian's Solutions Engineering team partners with both our direct sales and channel sales teams to deliver technical expertise in the sales cycle and assist in qualifying and closing high-value strategic opportunities, while shaping the customer's solutions purchasing decisions across the full Atlassian suite of products. The ideal candidate will possess a unique blend of technical expertise, strategic thinking, and leadership skills.

The Role

As the Head of Solutions Engineering within the Strategic Market segment you will focus on building credibility and trust with the technical leaders in our largest customers by developing cross-functional strategies and solutions. Our team brings technical expertise, real-world experience, strong executive engagement skills and an inspirational mindset to help our customers understand the opportunities of Atlassians “System of Work” Platform. We act as technical leaders for our customers' most complex solutions, designed to ensure that they can realize value from our solutions. We do this by leveraging best practice and industry standards to build customer trust and architect best in class solutions.

This Leader will play a crucial role in driving our sales efforts by providing strategic technical leadership during the sales process. This individual will lead a team of skilled solutions engineers and collaborate closely with the sales, product, and delivery teams to develop and articulate comprehensive cross-functional strategies and technical solutions that address the business challenges of our largest customers. The ideal candidate will have a strong background in enterprise architecture, a deep understanding of industry trends, and the ability to effectively communicate complex technical concepts to both technical and non-technical stakeholders.

The ideal candidate understands & can demonstrate how to continually advance the organization, strategy and tactical activities of the team to best impact the business growth expectations.

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:

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.


Your primary responsibilities include but aren't limited to:

  • Leadership & Team Development:

    • Lead, mentor, and inspire a global team of sales engineers, fostering a culture of excellence, innovation, and continuous improvement.

    • Develop and implement training programs to enhance the technical and sales skills of the team.

    • Build & Optimize processes that support rapid growth and expansion across the team and the business.

    • Provide thought leadership and collaborate with internal Atlassiana business units and stakeholders

    • Continue to build out team domain disciplines in Cloud Migration, Service Management, Agile, DevOps, and Work Management solutions

    • Establish performance metrics and conduct regular evaluations to ensure team members meet and exceed goals.

  • Strategic Planning & Execution:

    • Collaborate with senior leadership to define and execute the global sales engineering strategy for the strategic market segment.

    • Identify and prioritize key market opportunities, driving initiatives to capture new business and expand existing accounts.

    • Ensure proper alignment of resources and effective utilization of skill sets within assigned regions.

    • Align sales engineering activities with overall company goals and objectives.

  • Customer Engagement & Solution Design:

    • Act as an executive sponsor in opportunities and interact at multiple levels within a customer account (Enterprise Architects, Domain Architects, Directors, VPs, and CXOs) and maintain these relationships throughout their customer journey.

    • Partner with global sales teams to engage with key customers, understand their business challenges, and design tailored solutions that meet their needs.

    • Provide technical leadership during sales presentations, demonstrations, and proof-of-concept engagements.

    • Ensure the seamless integration and deployment of solutions, addressing any technical issues that may arise.

  • Cross-Functional Collaboration:

    • Work closely with product management, marketing, and R&D teams to ensure the development of solutions that align with market demands and customer feedback.

    • Serve as a liaison between sales engineering and other departments to communicate customer needs and market trends.

    • Maintain a rigorous feedback loop with the product teams, and deliver a point of view on roadmap investment priorities

    • Drive the creation of technical collateral, including whitepapers, case studies, and solution briefs.

  • Market & Industry Expertise:

    • Stay abreast of industry trends, competitive landscape, and emerging technologies to provide strategic insights and recommendations.

    • Understand the local market nuances across the Global customer base, including Culture, and Business practices and preferences.

    • Represent the company at industry conferences, trade shows, and customer events, showcasing our solutions and thought leadership.

    • Develop and maintain strong relationships with key industry stakeholders and partners.

The SE team's expertise is often critical to developing new solution based sales opportunities in our high-growth business, and shaping the enablement and go-to-market perspective around such solutions. You will need to partner with a diverse set of stakeholders - direct sales, channel sales, field marketing, product marketing, and sales enablement - to best shape the areas of joint execution with each team. Given the broad demand for your team's time and expertise, you will need to negotiate prioritization of when and where SE assistance is best used with each team.


To be successful in this role, we need someone that has the following qualifications and experiences:

  • 10+ years of experience in sales engineering, with at least 5 years in a leadership role within a global, high-growth technology

  • Bachelor’s degree in Engineering, Computer Science, or a related field; MBA or advanced technical degree preferred.

  • Successfully led diverse teams to reach challenging goals and can leverage organizational networks to get things done. Be Hungry and Humble.

  • Passion and energy for building business relationships and is accustomed to driving the simplification of complex concepts into compelling customer proposals

  • Drive for results using out-of-the-box innovative thinking together with excellent problem-solving skills

  • The ability to multiply the effect of a team through situational leadership, constant challenge and a team-first mindset

  • Strong written and oral communication skills and ability to manage your time effectively are critical.

  • Ideally, we're looking for someone with a prior background in solutions selling to Software Development or IT c-suite/SVPs/VP leadership, and who understands the ecosystem of potential integrations and partnerships we would work with.

  • Experience managing distributed remote teams is a plus.

  • You want to be a part of something big. You are up for the challenge of running a team within a fast-growing organization and balancing the needs of the team with the needs of the business.

  • You enjoy mentoring and inspiring your team with a growth mindset.

  • Really want to win us over? Tell us about your experience using Atlassian tools in the wild.