Partner Sales Manager, Strategy Collection

Overview

Working at Atlassian

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Overview
We're looking for a collaborative and results-driven Partner Sales Manager to join our AMER team with dedicated focus on Atlassian Strategy Collection (StratCo) ushering the next wave of growth of AI-native strategic portfolio management

This role is centered on orchestrating Partner Sales success : connecting internal sales teams with the right partners, enabling them to jointly pursue and close opportunities across the AMER . You will lead structured sales plays, including Quarterly Prospecting Events (QPEs) and joint account planning sessions, ensuring the partner ecosystem becomes an active lever in our StratCO growth. A key part of the role is to align with Partner Sales leaders at partner organizations to drive strategic engagement and ensure effective execution of these motions.

This role will be focused on strategic deal-level engagement: matching the right partner to the right opportunity at the right time , and helping our internal Sales teams and the partner win with confidence at scale

You will collaborate with the Partner & Alliance teams, Partner managers, Marketing, Sales, Product, and Solution Architects and play a key part in a global team dedicated to ensuring the success of new and existing partners in one of our fastest-growing segments. By partnering with other Atlassian Team members, you will utilize your knowledge and experience as a Sales Lead to help drive StratCO Partner success.

You will bring an established network of relationships across Global Solution Integration partners and/or boutique specialist partners, with the ability to leverage those connections to drive co-sell, co-delivery, and co-success. You will operate with a player-coach mindset - willing to roll up your sleeves and execute while simultaneously leading and enabling others.

Responsibilities

Partner Sales Strategy & Execution

• Act as the owner of Partner Sales engagements between Solution Sellers (SSEs) and partners for StratCO deals on variable compensation
• Assess opportunities and match qualified partners to deals based on capability, industry relevance, and customer needs
• Drive and/or facilitate structured motions like QPEs, account planning, workshops, and Partner Sales briefings.

Pipeline Creation & Acceleration

• Own portion of StratCo pipeline generation through partner-sourced and partner-influenced motions
• Track and/or report on partner sourced pipeline, deal registrations, and Partner Sales Win rates with SSE and Product Teams.
• Proactively identify areas where partner support can increase win rate, deal size, or customer reach and grow StratCo business.

Internal Collaboration & Sales Support

• Work closely with Sales Leads and Partner Solution Architects to align StratCO field efforts with partner resources
• Collaborate closely with PMM on Marketing events that drive top of funnel
• Create visibility of available partner capabilities and solutions across the Sales teams
• Evangelize the value of partner involvement in the StratCO sales process

Partner Readiness & Fit

• You are a flexible sales leader that can roll up sleeves in a fast moving pace with ambiguity
• Collaborate with Partner Solution Architects and Partner Managers to ensure partners are StratCO-ready for Partner Sales
• Provide ongoing feedback on partner solution fit and engagement effectiveness based on deal-level experiences
• Contribute to improving internal tools and processes related to partner Partner Sales tracking, enablement, and execution

Qualifications

Basic Qualifications

• 8-10 years in partner sales, solution sales, field sales, or sales enablement within enterprise software or cloud
• Strong understanding of Partner Sales frameworks and experience enabling field teams to leverage partner support
• Familiarity with AI-native strategic portfolio management
• Proven ability to manage cross-functional collaboration in a fast-paced, matrixed organization
• Excellent facilitation and communication skills, with experience aligning internal and external stakeholders
• Willingness to travel globally for partner and internal team engagements (40% +)

Preferred Qualifications

• Experience in the Atlassian ecosystem, or with competing platforms such as ServiceNow, and Planview
• Understanding of partner programs, Partner Sales motions, and partner solution readiness frameworks
• Driving top of funnel activities

Why This Role Matters

This is a unique opportunity to lead the intersection of partner impact and field sales success for one of the fastest-growing areas in Atlassian's portfolio. You'll help bring the right capabilities to the right deals and drive true partner-powered growth for StratCO.

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience.

In the United States , we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $197,100 - $257,325

Zone B: $177,300 - $231,475

Zone C: $163,800 - $213,850

This role may also be eligible for benefits, bonuses, commissions, and equity.

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

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 provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh