Principle Solutions Engineer Mid Market

Atlassian • Seattle, WA

94d • $158,400 - $249,100

About The Position

Atlassian is looking for a Principal Pre-Sales Solutions Engineer for our mid-market business that’s passionate about being a product expert in the sales cycle, solving our enterprise customer’s hardest business problems with our products and solutions, and helping close our enterprise deals. This person needs to be a leader, and skilled sales engineering practitioner who is capable of discovering customers’s needs and crafting solutions that bring superb value. With over 250,000 customers worldwide, Atlassian is helping organisations like NASA, IBM, Hubspot, Samsung and Coca-Cola advance humanity through the power of incredible software that unleashes the potential of every team. Our team enjoys high earnings potential with the enterprise white space opportunity ahead of us, selling impactful products that are at the forefront of cloud and artificial intelligence utilization.

Requirements

• 7+ years of experience interacting with enterprise customers in a pre-sales capacity.
• Excellent communication and strong presentation skills to multi-level audiences.
• Customer-centric mindset with a proven track record in building executive relationships with customers.
• Ability to interpret complex business problems and boil them down into solutions.
• Comfortable in both business and technical contexts, interacting with executives or technical audiences.
• Creative problem solver who can collaborate with prospects, partners, and the Atlassian sales team.

Nice To Haves

• Experience with cloud and artificial intelligence products.
• Familiarity with Atlassian products and solutions.

Responsibilities

• Partner with account teams and channel partners with customer accounts from 500-5000 users, tracking the overall customer profile, business problems and complexities, roadmaps, and solution success to optimize the customers within your account team territory.
• 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.
• Probe for and identify additional opportunities for cross-product/solution expansion.
• Investigate, discover, and assess client pain points.
• Be a product expert of Atlassian 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.
• Have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together to unlock the power of teams.
• 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.
• Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer on Atlassian being the right decision.
• 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.
• 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.

Benefits

• Health and wellbeing resources.
• Paid volunteer days.
• Competitive compensation programs including base pay, bonuses, commissions, and equity.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Number of Employees: 5,001-10,000 employees