Director, Business Value Advisory
Atlassian
We're looking for a talented, passionate individual to help grow our Business Value Advisory practice. This person will lead a scaling team, developing insights into large enterprises and shaping customer change agendas. The role involves coaching, cross-functional partnering, influencing transformational programs, and steering projects. The team will work with our sales organization and channel partners to accelerate customer decisions, improve win rates, and increase deal size through tailored financial models and compelling C-level value articulation.
We can hire from anywhere in The United Kingdom.
Your role in leading the team will focus on coaching effectively to grow the team’s impact, partnering cross-functionally for successful execution, influencing and contributing to transformational programs, scoping and steering projects for your team to lead that contribute to maturing the BVA practice and other transformational programs.
You will utilise your extensive knowledge and experience in building/managing teams and consultative value discovery, industry research, and financial modelling to amplify the team’s impact as the organization evolves to be a trusted partner to our largest customers.
In this role, you’ll get to:
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BUILD
Hire, onboard and coach a team of BVA’s.
Be an important part of scaling the practice, which is designed to mature our engagement with our largest, most strategic customers by overlaying our field teams with business value subject matter expertise.
Help evolve our practice through iteration of existing financial models which drives scalable use, and through contributing to the development of the art of value consulting in Atlassian.
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ENGAGE
Work with executive-level stakeholders from our customers to create compelling, credible and defendable business cases centered on the return on investment of Atlassian’s solutions.
Leverage internal and external research around our customers' business drivers, market/industry trends, and Atlassian product capabilities to deliver these customised business cases to an executive audience.
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LEAD
Provide thought leadership and expertise on business value at conferences and events
Identify, lead, and contribute to the creation and enablement of new resources and assets to support the field (best practices, value-selling support, financial models etc. )
Collaborate with sales enablement to establish and provide enablement training on how direct sales and channel partners can best leverage value-based content and collateral for success in their sales pursuits
You will report to the Head of Business Value & AI Sales at Atlassian and into the Global Solution function, collaborating with teams around the world. Travel up to 15-20% may be required for this role.
Expect to travel ~4-6x per year to internal events like sales kickoffs and team events, of which ~1-2x per year could require international travel to other major geographies (ie. APAC or AMER). Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.
What are we looking for?
10+ years of experience in value consulting, or management consulting / strategy consulting from a top tier consultancy, with exposure to cloud technologies and digital transformation initiatives
4+ years of management experience
Strong analytical and problem solving skills essential
Ability to thrive in a rapidly evolving and fast-paced environment
Strong ability to navigate, work and collaborate successfully in a matrix sales organisation
Strong influencing skills are a must
Able to bring clear structure in complex situations and to confidently navigate ambiguity
Strong and thoughtful storyteller to craft and communicate to CxOs
Professional-level fluency in English
Nice to have:
Familiarity with Atlassian's solutions
Experience with workflow management tools, service management tools or collaboration tools
Other EMEA languages a plus