Principal Solutions Engineer, Strategic

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.

With over 250,000 customers worldwide, Atlassian helps 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 customers understand how our products combine to create enterprise solutions that transform their business outcomes.

• 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 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 that to Atlassian products, platforms and solutions.
• 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 the 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 internal development by sharing with product management.
• Continuously learn, develop and refine your pre‑sales and product, solution, and platform offering knowledge and sales processes.

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’re a creative problem solver who can interpret complex business problems, boil them down into solutions, and collaborate with prospects, partners, and the Atlassian sales team to deliver compelling value‑based solutions.

You’re equally comfortable in both a business and technical context, interacting with executives or talking shop with strong technical audiences. You love to learn and continuously grow and challenge yourself, are open to giving and receiving feedback, tolerate failure, love to win, hate to lose, and are passionate about making customers and Atlassian successful.

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate’s skills, expertise, or experience.

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…