Principal Solutions Engineer, Strategic

Overview

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity.

Atlassian is looking for a Principal Sales Solutions Engineer, Strategic for our enterprise business that’s passionate about being a product expert in the sales cycle, solving our enterprise customer’s hardest business problems with our products and solutions, and helping close our enterprise deals.

Your future team

With over 250,000 customers worldwide, Atlassian is helping organisations like NASA, IBM, Hubspot, Samsung and Coca‑Cola advance humanity through the power of incredible software that unleashes the potential of every team.

With a focus on value selling, we help our customers understand how our products combine to create enterprise solutions that transform their business’s outcomes. We’re different from other organisations because we approach everything we do using our value of ‘play as a team'. We support each other, celebrate our wins together and share knowledge. Our employees work with Atlassian, not for Atlassian.

Our team enjoys high earnings potential with the enterprise white space opportunity ahead of us, selling impactful products that are at the forefront of cloud and artificial intelligence utilization. Our Solutions Engineering Team is comprised of people with backgrounds in pre‑sales, consulting and engineering. We partner with the Enterprise Sales Team & Channel Partners to understand the needs of Atlassian's customers, strategise on enterprise sales cycles, provide value‑based demonstrations, and support Proofs of Value to ultimately allow our customers to unleash the potential of their teams.

In this role, you will:

• Partner with sales teams, partners and larger account teams on transformation deals in large, global accounts with multi‑million dollar spend thresholds
• Engage and build relationships with customers at the C‑level and other executive levels, driving to long‑standing relationships across the organization
• Participate in customer discovery to understand the customer's current state, what business problems they want to solve, and map back to the Atlassian products, platforms and solutions that will get them where they want to be
• Probe for and identify additional opportunities for cross‑product/solution expansion
• Investigate, discover, and assess client pain points
• Be a product expert of Atlassian software in the pre‑sales process, articulating and showing the customer the value of the software and how it can change their way of working
• Have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together to unlock the power of teams
• Lead compelling value‑based demonstrations, both standard and customised
• Understand, lead, and guide the customer’s technical needs in the sales process to gain buy‑in from the customer on Atlassian being the right decision
• Proactively forge strong partnerships with your aligned strategic account executives, regularly discussing pipeline, current and upcoming opportunities and needs, bi‑directional feedback, and ways to improve the selling cycle together
• Help lead cross‑functional teams to best support the customer and march toward the same goals
• Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management
• Continuously learn, develop and refine your pre‑sales and product, solution and platform offering knowledge and sales processes and Atlassian products progress

Your background:

On paper, you have 8+ years of experience interacting with Fortune 100 customers in a pre‑sales capacity, with excellent communication, strong presentation skills to multi‑level senior audiences, and heavy experience with the C‑suite. You’ve got unmatched agility to do what it takes to get the job done and rally the internal teams to do the same. That’s not my…