Channel Manager-LATAM (Remote)

Atlassian

Working at Atlassian

Atlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or return to an office as they reopen (unless it’s necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

The Channel Manager’s primary responsibility is to focus on extending Atlassian’s business model through the recruitment and development of a portfolio of consulting, services, and reseller Partners in Spanish-speaking South America. The Channel Manager will be responsible for growing and shaping Partners to build Atlassian’s mind and market share in the region. We are looking for an exceptional individual who understands how to navigate a growing channel business and how to build a region.

More about you
You are a highly motivated, analytically driven businessperson who can work independently as well as play as a team. 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 have worked with Partners directly and understand their culture and business needs to help motivate and build a successful Partner. Although you have experience in the enterprise space at successful software companies, you don’t like the go-to-market approaches of legacy vendors and want to rewrite the book on how business can be done. “Recruit, Enable, and Sell” is your motto, and Partners actually enjoy building business plans with you.

 

On your first day, we’ll expect you to have:

 

  • 7+ years experience developing channel partners, consulting firms, or related channel business with a focus on enterprise software, cloud, or SaaS
  • Successful experience with enterprise software sales transactions and performance against sales targets.
  • Demonstrates persistence and overcomes obstacles
  • Experience that demonstrates an ability to establish and maintain relationships effectively
  • Ability to profile, identify and recruit consulting firms and technology Partners worldwide
  • Outgoing, self-motivated, organized, creative, respectful, high level of integrity, and with a can-do attitude
  • Pursuant to Atlassian policy, individuals must be fully vaccinated and submit proof of their vaccinated status to assume this role, subject to legal exemptions. Candidates must provide proof of their vaccinated status within 30 days of their start date. Please reach out to your recruiter if you have questions about this requirement or if you’d like to submit a request for an exemption prior to the start of your employment.
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    In this role you’ll get to:

     

  • Identify, recruit and enable new Partners to deliver the program’s goals
  • Manage sales and service lead distribution to the most appropriate Partner
  • Grow subscription sales in managed Partners and show business impact through a portfolio of new and existing Partners
  • 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
  • Collaborate with other channel managers, enablement, sales, programs, other key functions for Partner success in the region
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    Key Results Areas:

     

  • Manage Partners to deliver the Atlassian Channel business charter – to grow the customer community, to service and support our customers, and to be Atlassian’s megaphone to the world.
  • Develop a business plan on how to grow the region to achieve the Partner’s 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 to Partners and customers with ease
  • Understand the Partner’s businesses, their products, and their metrics.
  • Manage MDF (marketing development funds) for the region and distribute to partners in order to support Atlassian growth objectives
  • Manage Partner pipeline and support customer opportunities when appropriate
  • Perform a region gap analysis to identify which Partners to recruit
  • Be able to help sell into an account where necessary
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    Our perks & benefits
    To support you at work and play, our perks and benefits include ample time off, an annual education budget, paid volunteer days, and so much more.
    About Atlassian
    The world’s best teams work better together with Atlassian. From medicine and space travel, to disaster response and pizza deliveries, Atlassian software products help teams all over the planet. At Atlassian, we’re motivated by a common goal: to unleash the potential of every team.
    We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone’s perspectives and experience, we never discriminate based on 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.
    To learn more about our culture and hiring process, explore our Candidate Resource Hub.
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