Strategic Account Executive - Indian GCC's

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.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. What makes us unique is our belief in our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian.

There’s a strong earning potential for our sales team which is supported by the vast enterprise market awaiting our exploration, along with the consistent preference of our customers for Atlassian products.

We're leading the way in responsibly integrating artificial intelligence into our cloud products as we aim to migrate our customers to the cloud while building trust through transparency of cost, moving faster with our collaborations, and accelerating our customers' business outcomes and are tasked with constructing and executing a powerful sales strategy. The role involves steering the utilization of various products and services for our most significant and strategically important customer base. This includes overseeing a specific set of high-value customers, comprehending their long-term business goals, and formulating customized strategies to foster mutual growth and success.

The responsibilities also encompass nurturing strong relationships with key decision-makers, identifying opportunities for upselling or cross-selling, as well as closely collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to deliver solutions that align with customer objectives.

Working directly with Indian Global Capability Centers of Atlassian largest global accounts you wil drive the success, understanding and revenue of these Strategic Accounts with ownership of their Indian presence and targets working collaboratively with your peer account executives operating with the company head quarters.

What You'll Do:

• Develop and implement named Account or Territory plans geared at both maximising expansion opportunities across a wide portfolio of products and ensuring high bar of customer success for you GCC accounts.

• Be the main Atlassian point of contact or escalation point for designated strategic Accounts Indian presense

• Developing and implementing strategic sales plans to acquire and retain high-value expansions and opportunities

• Identifying key decision-makers within target accounts and building strong relationships with them.

• Building and maintaining relationships with C-level and other executive relationships in India.

• Understanding the business objectives and challenges of potential customers and positioning solutions to address their needs.

• Collaborating with internal teams, Account Executives, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction

• Conducting market research and staying informed about industry trends to identify new opportunities and maintain a competitive edge in the Indian market

• Providing regular updates and forecasts on sales performance to senior management.

• Developing and maintaining a deep understanding of the company's products and services to effectively communicate their value proposition to customers.

• Traveling as necessary to meet with clients, attend industry events, and participate in conferences.

• Mentoring and providing guidance to junior members of the sales team, if applicable.

our Background:

• 10+ years of quota-carrying Software Sales Experience

• Experience driving transformation deals in large global accounts with multi-million dollar spend thresholds

• Deep customer and market expertise with India’s largest GCC’s across banking, government, Solution Integrators and Technology.

• Experience engaging and building C-level and other executive relationships

• Experience navigating complex procurement processes with multiple stakeholders and complex purchasing needs

• Proficient in leading and guiding a highly matrixed support team across geographies, getting cross functional teams aligned and marching toward the same goals

• Experience managing key customer relationships and closing strategic sales opportunities

• Extensive experience utilising a CRM to achieve and correlate key performance metrics

• Building and leading territory & strategic account plans

• Experience leading or coordinating accounts to drive successful customer outcomes

• Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities

• Proven track record of meeting or exceeding performance targets

• Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues