Account Manager, Enterprise - German speaking

Job Description
Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth.

Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 5 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business, ideally with experience in owning sales engagements end-to-end.

Responsibilities

Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach

Developing Senior and Executive relationships over video conferences as well as in-person

Manage high-value renewals & expansion across a sizable product portfolio

Ownership of growth opportunity management and sales cycles end-to-end

Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis

Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities

Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

Forecasting accountability for your owned book of business

In the first 90 days you’ll

Manage time effectively and prioritize among competing opportunities

Execute creative and unique approaches to help evolve best practices

Demonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunity

Demonstrate experience leading sales cycles end-to-end

Leverage subject matter expertise to build credibility with stakeholders/champions

Have a team player mindset; driving collaboration and engagement scope with global stakeholders

A customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

Effective communication and active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholders

A strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retention

A change agent with the ability to continuously learn and implement feedback

A tendency to operate daily with a sense of urgency, an affinity for creative problem-solving

Minimum Required Experience

Five or more years experience in account management, inside sales, customer success or other relevant business areas

Ability to establish rapport and build relationships and trust over the phone and on video across a wide variety of countries and cultures

Proven track record of meeting or exceeding performance goals

Experience managing high-revenue customer engagements with Enterprise-level customers

Experience managing complex, end-to-end sales cycles is preferred

Experience managing through change and transformations

It's Great, But Not Required, If You Have

Experience…