Principal AI Partner Solutions Lead

Atlassian • Washington, DC

3h • $163,800 - $257,325 • Remote

About The Position

Atlassian is looking for a Principal AI Partner Solutions Lead. This is a remote position. To help our teams work together effectively, this role requires you to be located in US or Canada. This individual will work closely with Partner Managers and Partner Solutions, and lead AI/ROVO initiatives that will accelerate the success of our partnerships, ensuring that the Atlassian AI/Rovo practice thrives in a high-growth, collaborative environment and in addition to deal acceleration. At Atlassian, we’re building a global team that is shaping the future of how we collaborate with our Solutions Partners and SI’s. We are seeking an experienced Principal AI Partner Solutions Lead to play a pivotal role in driving our Partner AI Solutions strategy, capabilities, practice development, and Partner eco-system growth. This is a unique opportunity to help shape the future of Atlassian’s Partner ecosystem at scale. If you are passionate about AI, innovation, strategy, and driving business impact, this could be the perfect role for you.

Requirements

• Deep experience in product, consulting, and sales, with a strong understanding of AI, Cloud Native Platforms. Familiarity with the Atlassian Platform is highly preferred.
• Proven success in Matrix Organizations: A history of building effective relationships in a matrixed organization, where cross-functional collaboration and partnering are key to success.
• Expertise in Solution Design & Pre-Sales: Experience in crafting and delivering solutions, designing proposals, and collaborating with internal and external teams to create compelling business cases.
• Consultative Selling & Business Insight: A results-oriented mindset with the ability to position value, calculate ROI, and guide partners to achieve their business goals through consultative sales techniques.
• Effective Communication Skills: You are equally comfortable presenting at the executive level, conducting hands-on workshops, and working with technology teams to ensure success.
• Continuous Learning: You are coachable and continuously strive to improve your skills, maintaining a high level of self-awareness and growth mindset.
• Accountability & Results-Driven: You have a strong track record of meeting or exceeding both sales and non-revenue performance metrics. Your sense of responsibility and execution is unmatched—you get things done.

Nice To Haves

• Experience with Partners: While not mandatory, experience working directly with strategic partners will be a strong advantage.

Responsibilities

• Lead AI/ROVO Strategic Partner Plans: Leverage your technical AI expertise to build AI/ROVO solutions and adoption strategies with the partner ecosystem, collaborating with Customer Success, Strategy, and R&D organizations.
• Become an Atlassian AI/Rovo Solutions Expert: Establish yourself as a trusted authority in AI/ROVO and Atlassian Platform, enabling partners and customers to design scalable, efficient, and future-ready Atlassian AI solutions.
• Lead Global Practice Development with Solution Partners & SIs: Leverage your deep technical AI expertise to activate, engage, and scale Atlassian’s Cloud and Platform business with top-tier Solution Partners and System Integrators (SIs), driving customer success and accelerating sales.
• Develop Strategic AI/Solution Plans: Collaborate with Regional Managers and Partner Managers to design and execute targeted Platform and Cloud migration strategies, ensuring alignment with Atlassian’s growth objectives and customer transformation goals.
• Drive Business-Centric Solution Activation Plans: Build business case-driven AI Solution activation strategies in collaboration with partner managers, marketing teams, and other internal stakeholders to create a unified go-to-market approach with partners.
• Collaborate on AI/Rovo Adoption Plans: Work with partners to design and deliver customized solutions that increase AI/Rovo adoption plans and drive customer success across Atlassian’s platform.
• Provide Strategic Leadership: Guide partners to build packaged Atlassian Platform services, solutions, and go-to-market strategies that deliver measurable business value.
• Deliver Enablement and Thought Leadership: Collaborate with cross-functional teams across Atlassian to build and implement an integrated enablement model that helps partners accelerate their success with Atlassian products.
• Lead Solution Workshops: Facilitate workshops with partners to improve their understanding of the Atlassian Solutions, and work with enterprise sales teams to optimize co-selling motions.
• Champion Thought Leadership: Collaborate with partners on thought leadership initiatives to promote the Atlassian platform, sharing insights and driving innovation across the ecosystem.

Benefits

• Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.

What This Job Offers

• Job Type: Full-time
• Career Level: Principal
• Education Level: No Education Listed
• Number of Employees: 5,001-10,000 employees