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Channel Sales Business Process Analyst



IT, Sales & Business Development
San Francisco, CA, USA · Remote
Posted on Monday, July 1, 2024

Channel Sales Business Process Analyst

Enterprise Business Services | San Francisco, United States | Remote, Remote | Full-Time

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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.

Job description

At Atlassian, we are on a mission to reinvent B2B selling. We know that classic high-pressure B2B sales tactics don't work anymore. We have built a billion dollar, fast-growing business without any of those tactics, based on high-quality products, free trials and an intense focus on customer satisfaction. Those happy Customers convert to paying Customers, creating a prolific "Flywheel" that has delivered 120,000+ customers to date. We believe that there is an opportunity to more pro-actively engage with our customers through direct, value-added outbound engagements, and through our growing network of over 550 global Solution Partners.

The Business Analyst, Channel Operations will help support the growth and continued expansion of our partner ecosystem, currently contributing to over a third of our bookings through solution-lead sales, consulting/services, and local market engagement with our customers.

More about you

We are looking for a junior-level business analyst with a proven track record of process design, system deployment and shared services, from running day-to-day operations to executing on large scale projects. At Atlassian, you will work with key stakeholders and management in Sales Strategy, the Channel organization, and other cross-functional teams to implement solutions composed of business processes, systems infrastructure and/or shared services execution.


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: $150,300 - $200,400

Zone B: $135,300 - $180,400

Zone C: $124,800 - $166,400

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.

  • Understand Atlassian's Channel Programs, its requirements and benefits, and ensure effective support of those programs

  • Support day-to-day operations of our channel programs and tools, including service desk support for internal and external stakeholders

  • Review Sales Operations and Channel key priorities, assess business impact of their projects and required investment, and prioritize implementation across programs/projects on an ongoing basis

  • Contribute to the support and operationalization of the channel strategy through continual improvements to process, systems, and tools supporting our various channel routes to market

  • Focus on recommending process innovation and efficiencies through process analysis. User experience, observations, industry trends, standard methodologies (Design Thinking, Six Sigma, Lean), leading-edge technology and process improvement ideas to challenge the status quo and deliver extraordinary customer-focused solutions.

  • Identify and execute on opportunities for process automation and optimization, with a focus on scalability and driving significant growth

  • Collaborate with our Channel leadership team and Partner managers for roadmap planning and prioritization

  • Collaborate with reporting and analytics teams to ensure we are tracking the right metrics for the business to measure/monitor the health and effectiveness of partners, programs, products and specific routes to market

  • Minimum 2-3 years of experience in Sales Operations or enterprise systems implementation project management within a SaaS company or in a consulting environment.

  • Excellent business acumen. You are familiar with traditional B2B sales environments. You engage confidently with the user community, ranging from people who execute processes daily to executive management. Able to identify assumptions made by business stakeholders about needs and solution approaches, then develop and execute methods to validate them.

  • You have a natural talent for solution design. You strive to keep processes as simple as possible while delivering key business objectives.

  • Strong interpersonal skills with the ability to work/influence across organizational and subject matter boundaries, especially between business and IT teams. You also are sufficiently versed in IT to negotiate scope and assess basic levels of efforts required for implementation.

  • You revere Agile methodologies. We will conduct lots of experiments and count on you to fail fast, but succeed often.

  • Experience rolling out significant programs within a sales or quote-to-cash organization, from project justification (ROI) to requirements gathering, solution design, cross-functional execution to launch and change management.

  • You see opportunities for improvement everywhere around you and are ready to swim-lane them all out.

  • Data-centric and analytical with fine attention to detail, but can also see the bigger picture

  • Understanding of the channel sales process. Experience with 1 and 2-tier channel distribution models

  • Experience with Salesforce, Partner Communities, or other PRM solutions

  • Experience with EDI or similar electronic data exchange protocols for order and data exchange with partners

  • Bachelor's Degree required

  • Team player at heart

  • An extreme sense of ownership and responsibility. You get $#!t done.

  • Excellent communication skills.