Partner Development Manager

Atlassian•New York, NY

4d•$122,118 - $192,087•Hybrid

About The Position

Atlassian is looking to hire a new Partner Development Manager for our awesome team. 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.

Requirements

4+ years of tech/software sales or business development experience in the software/technology industry
Track record of successfully owning, driving and managing partnerships and/or Global Enterprise Accounts against quarterly targets
Prior experience helping a ISV technology company deploy a software product in a SaaS model, or other relevant experience helping an ISV transform an existing software product to a new delivery model
Strong technical acumen, with a demonstrated track record of driving emerging/disruptive technologies like open source software, virtualization and Software as a Service delivery models.
Strong presentation skills and the ability to articulate complex concepts to cross functional audiences.
Have worked with B2B ISV/Marketplace partners before
Have experience with Cloud and SaaS (Software as a Service)
Experience interpreting data and making business recommendations
Experience developing strategies that influence leadership decisions at the organizational level
Experience managing programs across cross functional teams, building processes and coordinating release schedules
Experience with complex lift-and-shift procedures, tasks and efforts across enterprise infrastructures

Nice To Haves

Experience identifying, negotiating, and executing complex business and legal agreements
Familiar with the Atlassian toolset, particularly the Atlassian Marketplace.
Experience with Security Compliance Certification (ISO/SOC/FEDRAMP)
High level understanding of Program management and development

Responsibilities

Serve as a key member of the Partner and Business Development teams in helping to deliver the overall Apps Marketplace partner strategy.
Create a strategic partner development plan for target partners and customers, and ensure it's in line with the Atlassian Marketplace overall plan. This includes developing detailed account plans to manage and track the progress of each ISV provider and achievement against partner goals.
Work with the various partner leaders to execute the strategic business plan while working with key internal stakeholders (e.g. solutions architects, services teams, marketing, PR, legal, support, etc.).
Understand the technical requirements of our marketplace providers and work closely with the internal development team to guide the direction of our product offerings.
Work with a select group of new and existing partners to define and execute joint Go to Market (GTM) and technical programs.
Set and manage revenue guidelines and work with the ISV and Atlassian channel organizations to achieve/exceed goals.
Manage and close a pipeline of enterprise customer opportunities associated with assigned solution providers tied to migrations.
Work closely with the partner’s customer base to ensure they are successful using Atlassian services.
Work with CRM systems, data warehousing and other analytic tools to establish detailed metrics for tracking purposes.
Prepare and give business reviews to the senior management team.
Support complex contract negotiations and serve as a liaison to the legal group.
Consistently exceeds quota and key performance metrics, with hands on experience negotiating enterprise contracts with F100 companies.