Manager, Solution Sales, Service Collection

Atlassian•San Francisco, CA

4d•Hybrid

About The Position

Atlassian is hiring a Manager, Solution Sales Executive to lead a team of experienced Solution Sales Executives focused on the Service Collection, including Jira Service Management (JSM), Opsgenie, Statuspage, and related integrations. The team drives service excellence, incident management, and operational efficiency across Enterprise and Strategic accounts. Atlassian allows employees to work from an office, from home, or a combination of the two, and can hire in countries where it has a legal entity. The role leads and develops enterprise solution sellers, drives adoption and sales of the Service Collection, and executes sales strategies to achieve bookings and OKR targets. It includes recruiting, coaching, and performance management; managing customer and partner negotiations; developing customer relationships and strategies; collaborating across internal teams; forecasting and reporting to senior leadership; and communicating customer and competitive feedback to inform the JSM product roadmap.

Requirements

15+ years of enterprise sales experience in cloud-based software or solutions, with deep expertise in ITSM/ESM/Service Management.
6+ years of sales management experience, with a record of consistently meeting or exceeding targets.
Demonstrated ability to lead complex, multi-threaded strategic deals and coach teams through major obstacles.
Experience displacing legacy ITSM vendors with modern cloud solutions.
Experience developing a strategic sales pipeline.
Strong executive presence and ability to build and leverage CIO, CTO, and VP IT relationships.
Experience working in a matrixed, overlay sales model alongside Account Executives and Channel Partners.
Strong collaboration skills and ability to thrive in a team-selling environment.

Nice To Haves

BS/MS degree in business, IT, or a related field.

Responsibilities

Lead and develop a team of experienced enterprise solution sellers to exceed quarterly and annual bookings and OKR targets.
Execute strategic business plans that drive Land & Expand motions for JSM across Enterprise and Strategic customer segments.
Recruit, coach, and manage the performance of Service Collection Solution Sales Executives, building a high-performing, accountable team.
Establish team objectives, policies, and key results plans, and manage allocated resources.
Handle advanced negotiations at the customer and partner level.
Build and promote long-lasting customer relationships by networking with critical customers and understanding their perspectives.
Define customer-centric strategies for the team in consideration of department and company objectives.
Partner with Account Executives, Solution Engineers, Channel & Alliances, Advisory Services, Product, and Marketing to optimize the Service Collection go-to-market motion.
Present sales, revenue, and expense reports with realistic forecasts to senior leadership.
Capture and synthesize customer and competitive feedback to inform the JSM product roadmap.