Channel Go-To-Market Lead, AI & Rovo - Atlassian

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.

Responsibilities:

Job Summary:

The Channel Go-To-Market (“GTM”) team focuses on accelerating partner revenue through solution adoption by designing and operating GTM initiatives, enablement coursework and programs, as well as, actively managing the development of a set of focus partners to accelerate their ability to market, sell and implement Atlassian’s AI and Rovo solution offerings.

As the Channel GTM Lead, AI and Rovo, you’ll own the strategic framework to drive partner marketing, selling and servicing capability development for Atlassian’s AI and Rovo product offerings. You will focus on channel initiatives that develop Atlassian’s ecosystem to more effectively serve customers at all stages of the AI opportunity lifecycle.

We’re looking for an experienced partner solution expert that is capable of directly landing partner initiatives and leveraging your knowledge to grow Atlassian’s market share to both reach short-term sales targets and to build a channel ecosystem capable of supporting Atlassian’s long-term goals. The ideal candidate should possess a diverse skill set, including exceptional communication and social skills, as well as technical and GTM proficiency. The role requires a proven track record in cross-team collaboration, program & project management, and execution capabilities.

Job Responsibilities:

• Analyze partner sales and forecast pipeline to identify growth opportunities and mitigate risks

• Actively manage initiatives and partner development efforts within a defined set of solution focused partners

• Assist in high-touch sales enablement, territory planning, target account identification, and co-sell orchestration to enable partners to deliver on AI and Rovo solution sales targets

• Collaborate with technical teams and partner solution architects on solution designs and corresponding marketing activities and selling assets (campaigns-in-a- Box, call sheets, and other selling assets)

• Elevate partner focus and performance for cross and co-selling solution with our partners and partner field teams 

• Evangelize AI and Rovo solution offerings across the partner ecosystem 

• Support the delivery and scoping of initiatives and programs that will scale partner Atlassian AI focused practices

• Manage relationships with partners and internal stakeholders

Qualifications:

• Experience developing go-to-market initiatives and programs to accelerate partner revenue growth

• Proven track record of delivering partner co-sell, co-market and co-deliver KPIs

• Excellent communication skills to executive sales and partner based audiences

• Self-motivated with ability to work with ambiguity in a fast-based team environment

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: $163,100 - $217,400

Zone B: $146,800 - $195,700

Zone C: $135,400 - $180,500

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.

Our perks & benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.

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.