Channel Manager, Public Sector

Atlassian

Atlassian can hire people in any country where we have a legal entity, assuming candidates have eligible working rights and a sufficient timezone overlap with their team. As our offices re-open, Atlassians can choose to work remotely or return to an office, unless it’s necessary for the role to be performed in the office. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

Atlassian is growing the team that builds our public sector channel relationships with our government partners. The Aggregator Manager is responsible for managing Atlassian’s largest global partner. Our government aggregator acts as an extension of Atlassian’s direct government team. The Manager will be responsible for growing Atlassian’s market share in the public sector, through our aggregator. We are looking for an exceptional individual who understands the channel business, and has strong experience and understanding of the public sector market.

More about you:

You are a highly motivated, analytically driven businessperson with the ability to identify, recruit and make successful Partners within the public sector. You bring deep knowledge of the government market, both federal and state and local, and partners as they pertain to Atlassian Solutions. 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 partnership. 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.

 

Responsibilities:

 

  • Craft Aggregator strategy and Enablement
  • Understand and develop relationships between Atlassian solution partners and corporate resellers, and government aggregator
  • Distribute sales and service leads to the aggregator
  • Ensure partner engagement on product campaigns and marketing activities
  • Grow license sales through aggregator and show business impact
  • Collaborate with other channel managers, enablement, sales, programs, other key functions for partner success
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    On your first day, we’ll expect you to have:

     

  • Minimum 5-10 years work experience with a minimum of 2-3 years of managing public sector partners
  • Experience that demonstrates an ability to establish and maintain relationships effectively
  • Ability to profile, find and sign government partnerships
  • Strong knowledge of government contracting
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    Key results areas:

     

  • Lead aggregator to deliver the Atlassian Channel business charter – grow aggregator relationship to service and support our customers, and be Atlassian’s megaphone to the world.
  • Create a business plan on how to develop the public sector business to achieve sales targets, including specific goals
  • Have a working understanding of Atlassian products and can present/speak to the value they deliver to customers and partners
  • Understand the aggregators businesses, their products and their metrics.
  • Develop MDF (marketing development funds) plans for the region in order to support Atlassian marketing objectives
  • Document aggregator pipeline and support customer opportunities
  • Team with internal Atlassian Government Sales Teams and Solution Partners for coverage of enterprise customers
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    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.
    Additional Information
    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.
    If your experience looks a little different from what we’ve identified and you think you can rock the role, we’d love to learn more about you.
    Learn more about Atlassian’s culture, interviewing flow, and hiring process by checking out our Candidate Resource Hub.