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Global Business Development Lead - AWS



Sales & Business Development
San Francisco, CA, USA · Remote
Posted on Friday, June 28, 2024

Global Business Development Lead - AWS

Sales | San Francisco, United States | Remote, Remote | Full-Time

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The primary focus of the Global Business Development AWS Lead is to be a trusted advisor and the strategic powerhouse driving Atlassian’s channel cloud transformation through our relationship with AWS and a portfolio of our top Atlassian channel partners.

The Global Business Development AWS Lead is responsible for leading our AWS + Atlassian channel strategy to drive Atlassian cloud product adoption and to build Atlassian + AWS mind and market share globally. We are looking for an exceptional individual who understands the channel business and who also can develop collaborative relationships with C-suite channel executives. Driven by a passion to innovate and usher in the next growth horizon, you will empower Atlassian channel partners to navigate their customer landscape, accelerate their cloud transformation journeys, and deliver on our shared strategic partnership goals.

Your impact will be driven through a collaborative cross-functional set of sales, marketing, product, and operational teams. Keeping a pulse on the business, you will regularly prepare and present business reviews to senior leadership, communicate market realities, partner needs and strategic recommendations earning the trust and support of executive stakeholders, both internally and externally.


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: $163,100 - $217,500

Zone B: $146,800 - $195,700

Zone C: $135,400 - $180,500

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.

  • Manage a team of x-functional teams to set the strategy for our partnership with AWS

  • Responsibility for the global go to market strategy includes defining partner development priorities, collaborating on joint marketing roadmaps and balancing regional challenges/opportunities with Atlassian’s global AWS strategy

  • Take ownership and oversee a series of strategic programs in collaboration with AWS, establishing clear and quantifiable targets and goals

  • Demonstrate financial and business expertise to develop compelling business cases with a focus on accountability

  • Have a solid understanding of Atlassian products and their positioning, and can present/speak at local and partner community events

  • Drive the channel business in coordination with Atlassian’s Enterprise Account teams to align on a unified go-to-market approach of Atlassian utilizing solution partners

  • You have worked for at least 7 years in the enterprise software industry and have successfully built and managed channel business/partners

  • You are a change agent, comfortable working in dynamic environments and driving results

  • You are highly motivated, analytically driven leader and experienced leading x-functional teams

  • You are comfortable challenging go-to-market approaches & capable of driving change

  • You love working in a fast-paced international environment, take the initiative to get stuff done or try something new and love sharing your findings with your team