Services Solutions Advocate at Atlassian

Sales, Full Time, Sydney, Australia sydney sales full-time
Posted 15 days ago

Atlassian can hire people in any country where we have a legal entity, assuming candidates have eligible working rights and a sufficient timezone overlap with their team. As our offices re-open, Atlassians can choose to work remotely or return to an office, unless it’s necessary for the role to be performed in the office. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Atlassian Advisory Services delivers practical solutions guidance to our largest customers, to help them plan and achieve transformational outcomes faster, resulting in exceptional value to their business from Atlassian's products. 

As Services Solutions Advocate you will connect with the customers key business and technical decision makers and understand what outcomes they are looking to achieve with their investment in Atlassian's suite of products.  You will shape a solutions sales motion jointly with Atlassian's enterprise teams & our Solutions Partners, to tailor a prescriptive package of services that is inclusive of Atlassian's enterprise services offerings and the Partner's services capabilities - as a complete outcome-focused solution offering.

Internally at Atlassian you will partner with the delivery team leads from Enterprise Advocacy, Technical Account Management, Training, and Practice Development, and your partnership will extend externally to the services sales teams within Atlassian's Solutions Partner ecosystem. 

You will engage customers early in the services funnel to nurture their solution need, and then work collaboratively with each of these teams to shape a customer solution proposal. 

You will also work with Atlassian's internal sales teams to align dependencies between the software and services sales pipeline for the region, and understand at anytime which opportunities are jointly in flight, and coordinate customer engagement in those opportunities to unlock customer uptake of Atlassian's enterprise services.

On your first day we'll expect you to have:

  • Proven experience in solutions sales
  • Proven experience selling consulting services
  • Ability to articulate the value of advisory services, training, and partner sourced services, in product adoption and growth cycles
  • Ability to manage a sales cycle, build and manage a pipeline and deliver accurate forecasting
  • Understanding of the Enterprise sales stages, qualifying and progressing opportunities to close
  • Ability to work with sales counterparts on direct & channel teams to provide input on proposals and providing necessary coaching to maximise the services outcome
  • Experience with conducting customer background research on company strategy and compelling events, and presenting solutions tailored to address key business needs
  • Strong communication skills – written and oral
  • Ability to influence, build trust, and foster relationships with peers and customer stakeholders, developing strategic customer relationships and services adoption outcomes
  • It would be great if you also had some of the following:

  • Experience with Atlassian products
  • Basic understanding of the use of software development, project management collaboration and code quality software
  • Experience with Salesforce
  • The Atlassian Advisory Services organisation is a globally distributed team of Atlassian solutions advisors who are passionate about creating customer success. Solutions Engineers partners with the sales teams to provide technical solutions guidance to the customer throughout the sales cycle. TAMs are the post-sales advisory service to ensure that Atlassian's largest customers are able to execute at scale with our products. The Practice Development team works with both our Cloud & Server product teams, along with external platform partners, to shape consulting delivery guidance and playbooks for our solutions partners. Atlassian University delivers training & certification offerings to help our champions build their career and expertise on Atlassian products, and Sales Enablement extends that education to our sales and solutions partner teams.

    We are big on distributed remote collaboration and are passionate about our customer-first culture. Working in this team at Atlassian, you'll have a direct impact on millions of users, fast!  You won't get frustrated with bureaucracy or slow decision making, because we encourage innovative thinking.  We don't just want to know your opinions, we want to see your ideas in action. We hire great people and then trust them to be great.

    More about our benefits

    Whether you work in an office or a distributed team, Atlassian is highly collaborative and yes, fun! To support you at work (and play) we offer some fantastic perks: ample time off to relax and recharge, flexible working options, five paid volunteer days a year for your favourite cause, an annual allowance to support your learning & growth, unique ShipIt days, a company paid trip after five years and lots more.

    More about Atlassian

    Creating software that empowers everyone from small startups to the who’s who of tech is why we’re here. We build tools like Jira, Confluence, Bitbucket, and Trello to help teams across the world become more nimble, creative, and aligned—collaboration is the heart of every product we dream of at Atlassian. From Amsterdam and Austin, to Sydney and San Francisco, we’re looking for people who want to write the future and who believe that we can accomplish so much more together than apart. At Atlassian, we’re committed to an environment where everyone has the autonomy and freedom to thrive, as well as the support of like-minded colleagues who are motivated by a common goal to: Unleash the potential of every team.

    Additional Information

    We believe that the unique contributions of all Atlassians is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.

    Atlassian is committed to providing reasonable accommodations to all individuals participating in the application and interview process, and while performing job functions. Please note that you will have the opportunity to request accommodations at each stage of the assessment process. To request accommodations before scheduling an interview, please reach out to [email protected] and someone will follow up shortly.

    All your information will be kept confidential according to EEO guidelines.

    If your experience looks a little different from what we’ve identified and you think you can rock the role, we’d love to learn more about you.

    Learn more about Atlassian’s culture, interviewing flow, and hiring process by checking out our Candidate Resource Hub.