Solution Engineering Leader - Strategic Segment - Americas

Atlassian • Austin, TX

88d

About The Position

Atlassian is looking for a Leader to lead the Solutions Engineering (SE) team within the Strategic market segment across the Americas. This leader will be vital in shaping a rapidly growing team and a critical function within the Atlassian sales team. Atlassian's Solutions Engineering team partners with our direct sales and channel sales teams to deliver technical expertise in the sales cycle and assist in qualifying and closing high-value strategic opportunities while shaping the customer's solutions purchasing decisions across the full Atlassian suite of products. The ideal candidate will possess a unique blend of technical expertise, strategic thinking, and leadership skills. As a Solutions Engineering leader of America’s Strategic organization, you will focus on building credibility and trust with the technical leaders in our customers & prospects by developing cross-functional strategies and solutions. Our team brings technical expertise, real-world experience, strong executive engagement skills, and an inspirational mindset to help our customers understand the opportunities of Atlassian's “System of Work” Platform. We act as technical leaders, assisting customers to solve their most complex business challenges through the value they realize from Atlassian solutions. We do this by leveraging best practices and industry standards to build customer trust, align with business outcomes, and architect best-in-class solutions. This Leader will be crucial in driving our sales efforts by building highly scalable sales processes, tools, and techniques. This leader will have experience building operational effectiveness and rigor across the organization and has a proven ability to foster tight alignment and collaboration with the sales, product, and partner teams. The ideal candidate will have a strong background in up-leveling the team’s professional selling skills, specifically in the value creation of SaaS and cloud solutions. The ideal candidate understands & can demonstrate how to continually advance the team’s organization, strategy, and tactical activities to best impact the business growth expectations.

Requirements

• 8+ years of experience in sales engineering, with at least five years in a leadership role within a global, high-growth technology.
• Bachelor’s degree in Engineering, Computer Science, or a related field; MBA or advanced technical degree preferred.
• Successfully led diverse teams to reach challenging goals and can leverage organizational networks to get things done.
• Passion and energy for building business relationships, and is accustomed to driving the simplification of complex concepts into compelling customer proposals.
• Drive for results using out-of-the-box innovative thinking together with excellent problem-solving skills.
• The ability to multiply the effect of a team through situational leadership, constant challenge, and a team-first mindset.
• Strong written and oral communication skills and the ability to manage your time effectively are critical.
• Ideally, we're looking for someone with a prior background in solutions selling to Software Development or IT c-suite/SVPs/VP leadership and who understands the ecosystem of potential integrations and partnerships we would work with.
• Experience managing distributed remote teams is a plus.

Nice To Haves

• Experience managing distributed remote teams.

Responsibilities

• Lead, mentor, and inspire a growing team of sales engineers, fostering a culture of excellence, innovation, and continuous improvement.
• Develop and implement training programs to enhance the team’s technical and professional sales skills.
• Build & Optimize processes that support rapid growth and expansion across the team and the business.
• Provide thought leadership and collaborate with internal Atlassian business units and stakeholders, craft the model of the Strategic market segment.
• Build out scalable functions that best serve the needs of the business while providing adequate Solutions Engineering coverage to meet the needs of the business.
• Continue to build out team domain disciplines in Cloud Migration, Service Management, Agile, DevOps, and Work Management solutions.
• Establish performance metrics and conduct regular evaluations to ensure team members meet and exceed goals.
• Collaborate with senior leadership to define and execute the sales engineering aligned with the Strategic market segment.
• Define and operationalize 'Metrics that Matter' to effectively manage the business and ensure the most effective utilization of SE resources.
• Identify and prioritize key market opportunities, driving initiatives to capture new business and expand existing accounts.
• Ensure proper alignment of resources and effective utilization of skill sets within assigned regions.
• Align sales engineering activities with overall company goals and objectives.
• Engage in high-impact sales pursuits across EMEA. Interact at multiple levels within a customer account (Enterprise Architects, Domain Architects, Directors, VPs, and CXOs) and maintain these relationships throughout their customer journey.
• Provide technical leadership during sales presentations, demonstrations, and proof-of-concept engagements.
• Engage with marketing to align on effective pipeline generation activities in the Strategic market and create new routes to market to create a new prospecting pipeline funnel.
• Ensure the smooth integration and deployment of solutions, addressing any technical issues that may arise.
• Demonstrate strong executive alignment with key resources across the Partner/Channel community.
• Work closely with product management, marketing, and R&D teams to ensure the development of solutions that align with market demands and customer feedback.
• Serve as a liaison between sales engineering and other departments to communicate customer needs and market trends.
• Maintain a rigorous feedback loop with the product teams and deliver a point of view on roadmap investment priorities.
• Drive the creation of technical collateral, including whitepapers, case studies, and solution briefs.
• Stay abreast of industry trends, competitive landscape, and emerging technologies to provide strategic insights and recommendations.
• Understand the local market nuances across the Global customer base, including Culture, Business practices, and preferences.
• Represent the company at industry conferences, trade shows, and customer events, showcasing our solutions and thought leadership.

Benefits

• Health coverage
• Paid volunteer days
• Wellness resources

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees