Senior Manager, Solutions Engineering, Mid-Market East

Atlassian•New York, NY

5d•$169,200 - $266,725•Remote

About The Position

Atlassian is seeking a Senior Solutions Engineering Manager to lead a high-performing team of Solutions Engineers. This role focuses on helping the largest customers realize measurable business value from Atlassian’s System of Work. The position offers flexibility in work location, allowing employees to choose between an office, remote, or a hybrid setup, and Atlassian can hire individuals in any country where they have a legal entity. Interviews and onboarding are conducted virtually, reflecting the company's distributed-first approach.

Requirements

Significant experience in presales / solutions engineering or a closely related technical customer‑facing role.
Proven track record as a people manager leading SE or technical consulting teams (typically 6–12+ ICs).
Deep background in at least one of: Agile / DevOps, ITSM/ESM, enterprise work management, or adjacent solution domains.
Experience driving complex, multi‑stakeholder deals with Enterprise or Strategic customers.
Builds high‑performing, diverse teams; gives clear, actionable feedback.
Can articulate different development needs for early‑career vs senior/principal SEs.
Strong grasp of SaaS, cloud architectures, integrations, and security / compliance basics.
Able to challenge and support SEs on solution design, not just deal mechanics.
Comfortable in forecast, pipeline, and coverage discussions; understands how SE motions impact revenue and margin.
Thinks in systems: connects customer outcomes to Atlassian’s System of Work, platform strategy, and product roadmap.
Demonstrated ability to introduce at least one team‑level improvement that materially changed productivity, quality, or consistency.
Strong command of CRM/process hygiene and data‑driven decision‑making.
Handles C‑level conversations with confidence; can translate between business, technical, and value narratives.
Clear written communicator; comfortable driving DACIs and cross‑team alignment.

Responsibilities

Directly manage and grow a team of SEs supporting Mid-Market accounts.
Operate as a player–coach, staying close to deals and programs while building a scalable, outcome‑driven SE practice.
Partner with Sales, Value Management, Product, and Advisory teams to win complex, multi‑product deals and drive long‑term customer outcomes.
Shape customer engagement strategies for the assigned segment/geo and contribute to global SE strategy and best practices.
Own multiple workstreams, drive medium-to-long‑term strategy for the team, and be measured on team impact, people leadership, collaboration, and org‑level impact.
Hire, onboard, and develop a diverse team of high‑performing Solutions Engineers.
Set clear expectations and coach SEs on both attainment (quota / influenced revenue) and performance (quality of execution, behaviors).
Build succession and growth plans; help SEs progress toward Principal SE or management tracks.
Foster a healthy, inclusive team culture aligned to Atlassian values; monitor and improve team health and engagement.
Align SE coverage and capacity to regional/segment revenue goals and territory plans.
Partner with AEs on account and opportunity strategy, ensuring SEs are engaged in the right deals at the right moments.
Ensure the team leads high‑quality technical discovery, solution design, demos, POV/POVs, and executive presentations.
Drive consistent use of value‑based selling and outcome‑oriented narratives (business cases, ROI, past value delivered, roadmap sessions).
Act as an executive‑ready technical leader in key “tip‑of‑the‑spear” cycles when needed.
Own team operating rhythm: forecasting, deal reviews, account planning, coverage models, and inspection of SE impact metrics.
Use data (pipeline influence, win rates, expansion, product mix, cycle time, activity signals) to optimize how the team spends time.
Standardize and continuously improve core SE motions: discovery frameworks, demo patterns, POV templates, security plays, RFP/RFI responses, etc.
Partner with peer SE leaders to drive consistent execution globally while adapting to local market needs.
Partner tightly with Sales leadership on segment strategy, territory design, and forecast health.
Partner with Value Management / VMO on business value assessments and exec‑level ROI stories.
Partner with Product, Marketing, and Advisory / Services on feedback loops, field readiness, and solution commercialization.
Represent the SE point of view in regional GTM planning, QBRs, and strategic initiatives (e.g., AI / Rovo plays, Guard / security motions, cloud migration).
Lead or contribute to programs that scale beyond your own team, such as playbooks for your segment, reusable demos and POV assets, or repeatable “plays”.
Lead or contribute to process or tooling changes that improve SE productivity across the region or globally.
Actively share best practices, mentor other managers, and raise the bar for SE craft and management across the org.