Cloud Alliance Development Lead

Overview

Working at Atlassian

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.

Your future team:

The primary focus of the Cloud Alliance Development Lead is to manage and build relationships and strategic initiatives with cloud service providers (CSPs) to accelerate growth of the Atlassian cloud based product portfolio.

The Cloud Alliance Development Lead is responsible to shape the co-sell partnership strategy for key cloud partners. We’re seeking a entrepreneurial leader that can shape market-leading solution sales initiatives and accelerate Atlassian’s cloud growth worldwide. Responsibilities include joint development of business and activation plans, executive alignment, and designing initiatives to meet CSP led pipeline and cloud revenue targets

As a member of the Cloud Alliances team, you will create the the GTM co-sell and co-market strategic alliance priorities and initiatives to equip our Atlassian sellers and partners with the expertise, resources and sales strategy to drive accelerated cloud product growth.

Responsibilities

In this role, you will:

• Drive and build business plans for CSP partners that align to sales goals

• Establish scalable CSP-focused solution sales plays to enable Atlassian sellers to focus on formulas for success within their territories

• Leverage Atlassian sellers, including SI partners with strong CSP expertise to accelerate cloud growth globally

• Continuously work with cross-functional teams to establish and execute global enablement and programming tailored to drive success with the joint CSP business plan

• Support CSP MDF plans, migration subsidies and budgets to generate and accelerate pipeline

• Identify and execute sales plays and focus initiatives to drive sales pipeline to meet CSPs + Atlassian partnership goals

• Execute QBRs with CSP global leadership teams

• Monitor and repot on sales and partner results based on the strategic alliance KPIs

Qualifications

Your Background:

• Minimum 7 years experience working with or at CSP and managing similar partners

• Knowledge and expertise of CSP programs and offerings, including marketplaces

• Experience managing strategic partnerships

• Excellent interpersonal skills and a proven ability to build relationships with CSP partners

• Must be self-motivated and have a strong ability to navigate x-functional teams to launch key initiatives and partnerships

Compensation

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: $193,500 - $258,000

Zone B: $174,200 - $232,200

Zone C: $160,600 - $214,100

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

Please visit go.atlassian.com/payzones 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.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.