Global Alliance Lead, APAC at Atlassian

Sales, Full Time, Sydney, Australia sydney sales full-time
Description
Posted 16 days ago

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.

With a sufficient timezone overlap with the team, we’re able to hire eligible candidates for this role from any location in Australia and New Zealand. If this sparks your interest, apply today and chat with our friendly Recruitment team further.

Atlassian is looking for an experienced Global Alliances leader to drive APAC regional development with our most strategic partners. This role reports directly to the Head of Channel Business Development, and will be responsible for growing incremental, measurable revenue through GSI’s in the APAC region across our diverse range of enterprise solutions - from Agile at Scale to Service Management.

We are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, dynamic software business with over 225,000 paying customers, and millions of users around the globe. Many of these organisations acquire Atlassian tools through our network of partners - including a growing number of Global System Integrators (GSIs).

In this role, you will be responsible for partner engagement and go-to-market efforts, developing a robust pipeline of joint opportunities with some of our largest enterprise customers across the region. Using your experience and leadership skills, you will deliver successful outcomes against our channel targets.

The Global Alliance Lead, APAC will work closely with the Atlassian APAC leadership team - both channel & sales - to lead the strategy and ongoing improvement of our channel sales model and build a comprehensive approach to engaging with key GSI partners to accelerate our channel growth trajectory through the motions of our partner-facing functions.

In this role, you'll get to:

  • Assist the leadership team in planning and executing the vision of the channel business development organisation
  • Manage and develop a growth plan for APAC, working with Regional Management and territory-based Channel Managers
  • Team with our Enterprise Sales and Solution Specialists on optimising the co-selling motion
  • Develop demand generation strategies across different product and solution areas
  • Assess channel coverage, partner capacity and recruitment requirements across the different APAC territories
  • Continuously evaluate different partnership and go-to-market models, unique to each solution area
  • Align with counterparts in the Channel field and program organisations to build and deliver a coordinated engagement model
  • Collaborate with cross-functional teams, including Product, Marketing, Analytics, Finance, and others
  • “Be the change you seek” and demonstrate leadership while helping Atlassian to continuously improve our ability to better serve our customers and partners
  • Monitor, measure, and assess how your critical initiatives and investments are delivering results for the company
  • On your first day, we'll expect you to have:

  • Substantial experience in Channel Management and/or Channel Sales
  • Experience building and managing Strategic Alliance partnerships
  • Strong communication skills - both through language and cultural understanding across APAC
  • An understanding of how to deliver as a cross-functional leader by engaging with and influencing other groups within the organisation
  • The ability to focus and drive channel initiatives, but also keep an eye on the business as a whole
  • A proven record of meeting or exceeding performance metrics - both sales/bookings as well as non-revenue targets
  • A strong history of making a positive impact outside of the individual role
  • More about you:

  • You want to be a part of something big. You enjoy pursuing challenges and making your mark. You are passionate about continuous learning and improvement, and you are excited about building out a scalable business.
  • Your decision process is a balance of vision and analytics, using data to inform your investments while still focusing on a long-term view.
  • You are an effective communicator in building your business case and getting organisational buy-in to support your recommendations.
  • About Our Team

    As the Channel Business Development team, we help to expand the footprint of Atlassian in key markets and industries, with a specific focus on our enterprise customer segment. Since you will be working with Strategic partners across a diverse range of solution areas, you will need a broad understanding of enterprise software channel business including channel sales, channel strategy and market development. Most importantly, you will work closely with teams across Atlassian - including sales, marketing, product development and others - to build success.


    Our perks & benefits

    To support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.

    About Atlassian

    The world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we're motivated by a common goal: to unleash the potential of every team.

    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 learn more about our culture and hiring process, explore our Candidate Resource Hub.