Atlassian is continuing to hire with all interviewing and on-boarding done virtually due to COVID-19. All new and existing Atlassians will continue to work from home until it’s safe to return to our offices. When our offices re-open, every Atlassian will have the choice to work from an office or from home.
The Head of EMEA Channels primary responsibility is to lead a team of seasoned Channel Managers that focus on extending Atlassian's business model through the recruitment and development of a portfolio of consulting, services, and reseller Partners. The Manager will be responsible for growing and shaping the team and partners to build Atlassian mind and market share in the region.
You are a highly motivated, analytically driven business person who has run and grown an indirect sales team. You understand how to drive value and volume – 100s of partners and thousands of customers. You focus and drive channel initiatives, but also keep an eye on the business as a whole ensuring that decisions are made with future growth in mind. You understand the complexities of vertical markets such as government sector. You are process oriented and like to use metrics to help you make data driven decisions. You believe that channel programs need to recruit enthusiastically, and understand that an investment in on-boarding and enabling partners will pay dividends in the future. Your background is from an enterprise software vendor, and you are ready to shed that sleazy sales culture since you can’t look yourself in the mirror anymore. You want a new challenge at a hyper growth company, and are not afraid of new business models.
This position reports to the Head of Global Channels and is part of a global organization that is tasked with building a channel that can deliver added-value services in order to delight our customers and increase Atlassian adoption. It works closely with the partner program, development, enablement and field marketing teams, as well as represents Atlassian in the field. The Global Channels team is part of the broader sales team, which has a very unique approach to selling. Most of our sales are done via credit card over the web - customers don’t have to speak with anyone if they do not want to. Everything is transparent – including pricing and access to product. We do have teams that speak directly with customers, but we do not negotiate price nor contracts as we believe we provide the best product and the very best price. Are you passionate about customer happiness and success? Then we want to hear from you!
Manage channel team to deliver the Atlassian Channel business charter - to grow the customer community, to service and support our customers, and be Atlassian's megaphone to the world.
Manage a cadence with the channel team to ensure business objectives are identified and met
Create a business plan on how to grow the region to achieve the partner sales targets, including specific goals on channel recruitment
Highly knowledgeable about the region and the business metrics of relevant markets
Have a technical understanding of Atlassian products and can present/speak at local community events.
Understand the partner's businesses, their products and their metrics.
Manage MDF (marketing development funds) for the region and set the goals for the Channel Managers and Partners to support Atlassian's marketing objectives and activities
Manage channel pipeline and support customer opportunities when appropriate
Review Channel Manager regional / solution coverage gap analysis to identify where to focus recruitment efforts
Be able to help sell into an account where necessary
Mentor team and partners on scaling their business around the Atlassian business model
Grow subscription sales through existing and growth partners
Identify strategy and focus to recruit and enable new partners to deliver the program's goals
Manage sales and service lead distribution to the most appropriate partner
Ensure partner engagement on product campaigns and marketing activities
Understand and develop their partners business and their products, building rapport and value in the working relationship
Work with the partners on sustaining a high level of customer satisfaction
Be the go-to person for the region
Key Skills & Experience:
Minimum 15 years work experience with a minimum 5-7 years of enterprise software industry business development experience developing value-added resellers or related channel business
Demonstrated leadership and passion
Successful experience and performance against sales targets
Experience that demonstrates an ability to establish and maintain relationships effectively
Ability to profile, identify and recruit system integrator / consulting firms and technology partners worldwide
Outgoing, self-motivated, organized, creative, respectful, high level of integrity and with a can-do attitude
Exceptional oral and written communication skills
More about our benefits
Whether you work in an office or a distributed team, Atlassian is highly collaborative and yes, fun! To support you at work (and play) we offer some fantastic perks: ample time off to relax and recharge, flexible working options, five paid volunteer days a year for your favourite cause, an annual allowance to support your learning & growth, unique ShipIt days, a company paid trip after five years and lots more.
More about Atlassian
Creating software that empowers everyone from small startups to the who’s who of tech is why we’re here. We build tools like Jira, Confluence, Bitbucket, and Trello to help teams across the world become more nimble, creative, and aligned—collaboration is the heart of every product we dream of at Atlassian. From Amsterdam and Austin, to Sydney and San Francisco, we’re looking for people who want to write the future and who believe that we can accomplish so much more together than apart. At Atlassian, we’re committed to an environment where everyone has the autonomy and freedom to thrive, as well as the support of like-minded colleagues who are motivated by a common goal to: Unleash the potential of every team.
We believe that the unique contributions of all Atlassians is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.
All your information will be kept confidential according to EEO guidelines.
Learn more about Atlassian’s culture, interviewing flow, and hiring process by checking out our Candidate Resource Hub.