Enterprise Solutions Specialist
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This role offers the unique opportunity to support our exciting journey into Work Management.
You will partner with direct sales, partners, and larger account teams on Fortune 500 customers, tracking customer profiles, business problems, and complexities, roadmaps, and solution success to optimize customers within your account team territory.
You will influence, shape, and execute the new go-to-market strategy for various products in close collaboration with product management and product marketing teams.
About the Role
We are looking for a passionate solutions engineer to bring market-leading products further into our Enterprise customers.
The ideal candidate will have excellent communication and presentation skills, as well as unmatched agility to do what it takes to get the job done.
Responsibilities:
* Partner with direct sales, partners, and larger account teams on Fortune 500 customers, tracking customer profiles, business problems, and complexities, roadmaps, and solution success to optimize customers within your account team territory.
* Influence, shape, and execute the new go-to-market strategy for various products in close collaboration with product management and product marketing teams.
* Participate in customer discovery to understand customer current states, what business problems they want to solve, and map back to relevant solutions that will get them where they want to be.
* Identify high-impact workflows across LoBs that can be automated, improved, and optimized using 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 software in the pre-sales process, articulating and showing customers 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.
* Customer-centric mindset, with a proven track record in building executive relationships with customers and rallying internal teams to collaborate across the company to meet customer needs.
* 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.
* Equally comfortable in both a business and technical context, interacting with executives or talking shop with strong technical audiences.
* Experience working with software delivery teams, a solid understanding of the processes and challenges of the software delivery lifecycle, from ideation to operations, and not afraid to talk to engineering personas.
* Love to learn and continuously grow and challenge yourself, open to giving and receiving feedback, tolerant of failure, passionate about making customers and Atlassian successful.
About Us
We offer flexible working arrangements to support your work-life balance.
We can hire people in any country where we have a legal entity, and interviews and onboarding are conducted virtually as part of being a distributed-first company.
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