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Principal Partner Solutions Strategist - ITSM, AMER



Oregon, USA · Remote
Posted on Thursday, June 27, 2024

Principal Partner Solutions Strategist - ITSM, AMER

Sales | Remote, Americas | Remote, Remote | New York, United States | Full-Time

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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 300,000 paying customers, and millions of users around the globe. Many of these organisations acquire Atlassian tools through our global network of partners, who deliver a diverse range of enterprise solutions - such as those powered by our Jira Service Management (JSM) product, where Atlassian and our partners are working to disrupt the current Service Management market space.

We are seeking a highly experienced Principal Partner Solutions Strategist for a key role within our Partner Solutions Acceleration team. This individual will drive our AMER Service Management Partner Solutions strategy, capability and channel development. By taking a macro view, you will establish a plan to drive partner capability, and drive expansion of the partner community. You will collaborate with the Channel Teams and Partner managers, Marketing, Sales, Solution Architects and play a key part in a global team dedicated to ensuring the success of partners both new and existing in one of our fastest growing segments.

There is simply not a more exciting and impactful service management practice building opportunity anywhere. Is this the opportunity for you?


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: $188,600 - $251,400

Zone B: $169,700 - $226,300

Zone C: $156,500 - $208,700

This role may also be eligible for benefits, bonuses, commissions, and equity.

Please visit 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.

  • Establish a regional capability and enablement strategy in collaboration with Regional Solution Strategists/Architects, Channel, Programs, Sales, Product and Marketing team to grow and accelerate our Service Management partner eco-system.

  • Provide leadership, guidance and work collaboratively with Atlassian partners to create packaged implementation of ITSM/ESM services, solutions/offerings and GTM strategy based on JSM.

  • Conduct JSM capability and enablement workshops with partners.

  • Collaborate with Solution Partners in designing (co-sell) and delivering (co-delivery) customer deals.

  • Deliver Thought Leadership on Atlassian capabilities at industry events.

  • Lead AMER channel efforts focused on Service Management Solution market success.

  • Team with Enterprise Sales on educating them on partner capabilities and optimizing the co-selling motion.

  • Align and collaborate with counterparts in the Product, Channel and Sales organization to drive results.

  • Collaborate across Atlassian to build and deliver a coordinated capability model.

  • You have 10+ years of product, consulting and sales experience within the ITSM/ESM, Digital Transformation and other enterprise solutions.

  • A history of working effectively in matrix organization where internal/external bridge-building and partnering is an essential quality.

  • Good to have experience working with Partners.

  • Excellent business insight with outcome driven approach! Understanding of how to position and sell value, calculate return on investment, and consultative selling.

  • Mastered executive communication, but also feel comfortable conducting workshops and working with technology teams.

  • While highly proficient and confident, you remain coachable and strive to be the very best. Your ego is fully in-check.

  • You will focus and drive service management channel and thought leadership initiatives, but also keep an eye on the business as a whole.

  • You bring a proven record of meeting or exceeding performance metrics - both sales as well as non-revenue targets.

  • An extreme sense of responsibility and accountability. We have ambitious goals and need you to execute relentlessly to “get stuff done”.