Solutions Engineer, Developer Experience and Work Management
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Working at Atlassian: Atlassians can choose where they work — in an office, from home, or a combination of both. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually as part of being a distributed-first company.
Overview
Atlassian is looking for a Pre-Sales Solutions Engineer to support our journey into Work Management. Work Management brings together Jira, Confluence and Loom to empower every user within an organization to do their best work aligned to business priorities and projects. This role supports our Enterprise customers and helps solve their hardest business problems with our products and solutions. You will report to the Global Head of Solutions Engineering, Specialists Team. Note: this role is located in Australia.
Responsibilities
* Partner with direct sales, partners and larger account teams on Fortune 500 customers, tracking the overall customer profile, business problems and complexities, roadmaps, and solution success to optimize the customers within your account team territory
* Influence, shape, and execute the new go-to-market (GTM) strategy for Rovo, Loom, Rovo Dev, Compass, and Bitbucket in close collaboration with product management and product marketing teams. As one of the pioneers of this new GTM strategy, you will pave the path towards a scalable and repeatable sales and presales motion.
* Participate in customer discovery to understand the customer's current state, what business problems they want to solve, and map back to the Atlassian products, platforms and solutions that will get them where they want to be
* Identify the high impact workflows across LoBs that can be automated, improved and optimized using Atlassian Work Management and Developer Experience tools.
* Probe for and identify additional opportunities for cross-product/solution expansion
* Be a product expert of Atlassian Developer Experience (Bitbucket, Compass, Rovo Dev), TeamWork Foundation and Work Management (Rovo, Jira, Confluence, Loom) software in the pre-sales process, articulating and showing the customer the value of the software and how it can change their way of working
* Lead compelling value-based demonstrations, both standard and customized, flexing across multiple different stakeholder needs, from deep individual product demos to selling the large vision of the whole portfolio
* Proactively forge strong partnerships with aligned account executives, regularly discussing pipeline, current and upcoming opportunities and needs, bi-directional feedback, and ways to improve the selling cycle together
* Create collateral, content and assets for consumption by the broader sales team, based on field insights and customer engagements
* Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management
* Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Atlassian products progress
* Maintain currency of market and industry trends (SDLC, DevOps, AI, Work Management) across the competitive landscape. Establish effective objection handling and key areas of differentiation.
Qualifications
* 5+ years of experience interacting with enterprise customers in a pre-sales capacity, with excellent communication, strong presentation skills to multi-level audiences, and agility to get the job done.
* You have a customer-centric mindset, with a proven track record in building executive relationships with customers and rallying internal teams to meet customers' needs.
* You're a creative problem solver who can interpret complex business problems, boil them down into solutions, and collaborate with prospects, partners, and the Atlassian sales team to deliver compelling value-based solutions.
* You're equally comfortable in both business and technical contexts, interacting with executives or with technically oriented audiences.
* You have experience working with software delivery teams, a solid understanding of the software delivery lifecycle, from ideation to operations, and are comfortable talking to engineering personas.
* You love to learn, are open to feedback, tolerate failure, and are passionate about making customers and Atlassian successful.
Our Perks & Benefits
Atlassian offers a variety of perks and benefits to support you and your family, including health coverage, volunteer days, wellness resources, and more. Go to go.atlassian.com/perksandbenefits to learn more.
About Atlassian
At Atlassian, we unleash the potential of every team. Our software helps teams around the world collaborate effectively. We never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability. All your information will be kept confidential according to EEO guidelines. We can support accommodations or adjustments during recruitment if needed—simply inform our Recruitment team. To learn more about our culture and hiring process, visit go.atlassian.com/crh.
Job details
* Seniority level: Mid-Senior level
* Employment type: Full-time
* Job function: Engineering and Information Technology
* Industries: Software Development
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