Principal Value Advisor, Value Management Office

Principal Value Advisor, Value Management Office

As a Principal Value Advisor in Atlassian's Value Management Office (VMO), you will shape and deliver strategic value engagements with customers. You will define the value proposition of Atlassian solutions for customers, drive innovation, and set the standard for craft excellence and customer-centricity across the organization.

This is a highly influential individual contributor role that plays a key role within the Atlassian team focused on driving customer success.

Core Principles:

1. Facts, structure, depth, and perspective are words to live by
2. Own and defend the customers' business outcomes at every stage of the cycle
3. Position and pursue strategic and courageous engagements together with customers
4. Play the long game with internal and external stakeholders ("always leave them better than you find them")
5. Create beautiful work
6. Think and execute like a practice ~ repeatable success
7. Be the tip of our strategic and enterprise motion and lead the formation of narratives that drive Atlassian forward

Key Responsibilities:

• Customer Focus & Relationship Building
• Engage with senior customer executives to develop a deep understanding of customer organizations, business processes, and strategic objectives.
• Build influential, personalized relationships with key decision-makers, shaping decision-making and driving for customer success.
• Work as a key part of the Atlassian team to create tailored solutions that provide customers with significant value and a competitive advantage.
• Financial Acumen & Value Articulation
• Rapidly interpret customer industry, strategy, financial data to identify trends and opportunities.
• Develop comprehensive business cases for both clear and ambiguous situations, and clearly communicate value to customers and stakeholders.
• Develop metrics to support adoption and realization of value.
• Critical Thinking & Solution Development
• Synthesize complex data and information to uncover root causes and develop holistic, innovative solutions.
• Demonstrate advanced discovery skills to uncover value drivers for customers.
• Storytelling & Executive Communication
• Consistently produce high-caliber, executive-level storylines and presentations.
• Deliver compelling, concise content and visuals to amplify business cases and proposals.
• Demonstrate poise and confidence with C-level executives, handling objections and driving alignment.
• Driving Innovation
• Contribute to the design and development of new VMO solutions and offerings, ensuring successful implementation and integration.
• Lead the conceptualization and implementation of practice level strategic initiatives to support Atlassian strategy
• Collaboration & Influence
• Build trust and collaborate across cross-functional boundaries, driving alignment between teams on common goals focused on customer success.
• Influence internally and externally as a trusted advisor to sales leadership and customers.
• Knowledge Sharing & Thought Leadership
• Actively develop thought leadership that articulates the value of Atlassian solutions for customers.
• Support the enablement of field teams around Value Based selling.
• Mentor and coach junior team members, fostering a culture of collaboration, learning and development.

Travel up to 15-20% will be required for this role. Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.

Must Have:

• 7+ years of experience in value consulting, management consulting / strategy consulting, quantitative research and analysis, with exposure to cloud technologies and digital transformation initiatives
• Prior experience in consulting, value consulting, or in relevant roles within Government & Public entities
• Extensive experience in value management and proven track record of leading complex, cross-functional engagements across a broad range of customer industries.
• Mastery in financial modeling, business case development, and value articulation at the customer executive level.
• Exceptional communication, executive storytelling, presentation and stakeholder management skills.
• Demonstrated ability to drive innovation, influence senior leaders, and foster collaboration in complex environments.
• Recognized as a thought leader and mentor, with a commitment to knowledge sharing and driving operational excellence.
• Demonstrated commitment to build, operationalize, and exemplify the practice operating model
• Desire and drive to create value management infrastructure through customer engagements to drive Atlassian's sales transformation