Overview
The mission of Atlassian Advisory Services is to help enterprise customers accelerate their Atlassian journey to achieve their desired goals. With our guidance, customers can develop innovative solutions to make their own teams excited to get work done. We make it our job to think about what's best for our customers and how to keep them ahead of the curve. In fact, we are constantly evolving to improve the way we serve all types of industries and business needs.
Our Services Solutions Advocates (SSAs) shape services solutions and processes that are anchored in best practices and focused on delivering customer value. These are the people who can help enterprise customers determine their best fit for services solutions, very much inclusive of our outstanding Partner capabilities, and product solutions, and training or certification paths. SSAs provide tailored guidance, partnering with their customers throughout their Atlassian journey. Whether the customer is in discovery, adoption, or continuing on through mastery, SSAs can help accelerate those enterprise customer outcomes.
Responsibilities
In this role as a Services Solutions Advocate you will connect with the customer's main business and technical decision makers and understand what outcomes they are looking to achieve with their investment in Atlassian's suite of products.
You will collaborate with a small but mighty Services Solutions Team, with wonderful colleagues across the globe. You will be reporting to the regional Services Solutions Manager for EMEA.
You will shape a solutions sales motion jointly with Atlassian's enterprise teams & our Solutions Partners, to tailor a prescriptive package of services that is inclusive of Atlassian's enterprise services offerings and the Partner's services capabilities - as a complete customer value-focused solution offering.
Internally at Atlassian you will partner with the team leads & peers from Enterprise Advocacy, Technical Account Management, Training, Customer Success and Solution Engineering, and your partnership will extend externally to the services sales teams within Atlassian's Solutions Partner ecosystem.
You will engage customers early in the services funnel to nurture their solution need, and then work with each of these teams to shape a customer solution proposal.
You will also work with Atlassian's internal sales teams to align dependencies between the software and services sales pipeline for the region, and understand at anytime which opportunities are jointly in flight, and coordinate customer engagement in those opportunities to unlock customer uptake of Atlassian's enterprise services.
Qualifications
3 - 5 years experience in Solutions Sales including Technical Sales roles (alternatively) or with Services Delivery / Management Consulting
1 or more years (co)selling Consulting Services
Ability to speak to the value of advisory services, training, and partner sourced services, in product adoption and growth cycles
Ability to manage a sales cycle, build and nurture a pipeline and deliver accurate forecasting
Understanding of the Enterprise sales stages, qualifying and progressing opportunities to close
Ability to work with sales counterparts on direct & channel teams to provide input on proposals and providing necessary coaching to maximise the services outcome
Experience conducting customer background research on company strategy and compelling events, and presenting solutions tailored to address the most important needs of the business.
Strong communication & presentation skills – written and oral
Comfortable driving value conversations, earn trust, and create a partnership with peers and customer stakeholders, developing strategic customer relationships and services adoption outcomes
Understanding of the use of software development, project management collaboration and code quality software
Foundational experience with Atlassian products
Foundational experience with Salesforce
Fluent German & English. Any additional European languages would be a bonus