Services Solutions Advocate

Overview Atlassian Professional Services helps customers maximize the value of their Atlassian investment by delivering outcome-based solutions that accelerate adoption, reduce implementation risk, and enable long-term business success through the Atlassian System of Work.As the commercial specialist within Professional Services, the Services Solutions Advocate (SSA) drives demand for professional services by partnering with customers to shape the right services engagement for their business needs. Working closely with Atlassian Sales, the SSA helps customers understand their business objectives and recommends the services engagement and delivery model best suited to achieve them, including when to engage the Atlassian Partner Ecosystem.As a trusted advisor, the SSA works with business and technical decision makers to identify customer priorities, navigate complex opportunities, and align services solutions to customer goals. In doing so, the SSA balances customer value, commercial priorities, and delivery considerations to help customers achieve successful business outcomes.This is a remote position supporting customers across the United States (Mountain, Central, and Eastern time zones) Responsibilities Generate and influence professional services pipeline by identifying customer needs, shaping services opportunities, and creating demand throughout the sales cycleLead consultative discovery to understand customer priorities, business objectives, and organizational challengesLead the services sales cycle from discovery through commercial recommendations, and facilitating the handover to delivery upon deal closeShape customer-specific services engagements by aligning business objectives with the most appropriate services approach and engagement modelDevelop account-level services strategies in partnership with Atlassian Sales to identify expansion opportunities ad maximize customer valueBring together cross-functional stakeholders across Atlassian Sales, Professional Services, Customer Success, and the Atlassian Partner Ecosystem to shape the services engagement that best supports customer outcomesInfluence complex enterprise opportunities by balancing customer outcomes, commercial priorities, and delivery expectationsOwn a professional services sales target by delivering services bookings, pipeline growth, forecast accuracy and opportunity management Compensation At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.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.This role may also be eligible for benefits, bonuses, commissions, and equity. Pay Ranges 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: $143,217 - $186,978Zone B: $128,896 - $168,280Zone C: $118,870 - $155,192 Qualifications Experience5+ years of experience in professional services sales, enterprise solution sales, or consultative enterprise software salesDemonstrated success meeting or exceeding sales targets and closing complex, consultative opportunitiesExperience generating pipeline, developing account-level opportunity strategies, and maintaining accurate forecastsExperience leading discovery and engaging business, technical, and executive stakeholdersProven ability to influence cross-functional teams and navigate complex enterprise sales cyclesExperience with the Atlassian ecosystem or enterprise software solutionsKnowledge & SkillsUnderstanding of Atlassian products, including Jira and Confluence, with familiarity across Enterprise Agility, ITSM, DevOps, and Cloud transformationExperience selling professional services or other outcome-based services within enterprise software organizationsStrong discovery, consultative selling, negotiation, and commercial acumenAbility to translate business objectives into customer specific services recommendationsExcellent executive communication, relationship management, and cross-functional collaboration skillsAbility to influence without authority across customer, sales, and cross-functional stakeholdersJob SummaryCategory: Sales