Territory Partner Manager - Federal

Atlassian•Washington, DC

1d•Hybrid

About The Position

Atlassian is seeking an experienced Territory Partner Manager to cover the Federal Public Sector, including Civilian and Department of Defense sub-segments. This role reports to the Head of Public Sector Partner Sales and is responsible for driving incremental, measurable revenue by fostering partner engagement and go-to-market efforts for enterprise solutions built on the Atlassian Platform. The manager will work closely with partner and sales leadership to develop a robust pipeline of joint opportunities with major customer agencies, lead the strategy and improvement of the partner sales model, and build a comprehensive approach to engaging leading partners, including Global and Federal System Integrators (SIs). The position requires a broad understanding of Federal Civilian or Department of Defense partner sales, partner strategy, and market development. Atlassian offers flexibility in work location, allowing employees to choose between working in an office, from home, or a combination of both.

Requirements

5 + years of experience developing and executing partner go-to-market (GTM) strategies
5 + years specialized expertise within the Federal Public Sector, specifically in either Civilian or Department of Defense sub-segments
5 + years of experience in Federal Public Sector focused Partner Management and/or Partner Sales
Strong knowledge of government contracting and the government aggregator ecosystem
Proven ability to establish and maintain executive-level relationships
Strategic mindset with the ability to operate at an executive level while also executing hands-on

Nice To Haves

Direct sales experience
AI expertise
AWS

Responsibilities

Own the comprehensive partner engagement strategy and execution across the Federal Civilian and Department of Defense sub-segments.
Drive accelerated opportunity velocity and Annual Contract Value (ACV) growth by strategically integrating partner capabilities into the sales process, measured by territory net new ACV and sourced pipeline.
Maximize partner leverage throughout the entire customer engagement lifecycle—from opportunity initiation to effective software platform usage—to drive successful customer outcomes.
Focus efforts on optimizing the co-selling motion with Sales, Solution Specialists, Customer Success, and Account Management within the territory.
Manage and focus engagement on a select group of existing partners within a hybrid territory model, with responsibility for sales achievement and growth goals.