Senior Partner Manager DACH

Remotely; Deutschland; Vor Ort; EUR 110.000 - 150.000; Vollzeit

Zusammenfassung

At Atlassian, we empower Teams to work anywhere—office, home, or hybrid—and welcome applicants from all regions of Germany. We are seeking a Senior Partner Manager, DACH to lead key Focus partners across Germany, Austria, and Switzerland, reporting to the Head of Partner Management DACH.

You will own partner relationships, drive joint GTM, and accelerate regional growth. You will orchestrate a cross-functional partner account team, build value-driven partner plans, and manage executive QBRs with

Qualifikationen

• Significant experience in partner management or alliance management within enterprise software or SaaS.
• Proven track record of meeting/exceeding partner-attributed revenue targets (NNACV, sourced pipeline).
• Deep understanding of the DACH partner landscape, incl. SIs, consulting firms, VARs, and GSIs.

Aufgaben

• Own the full lifecycle of named Focus partner relationships in the DACH region from strategic planning to revenue delivery.
• Drive sourced pipeline through target account mapping and joint go-to-market campaigns tailored to DACH dynamics.
• Be accountable for NNACV targets and partner-attributed revenue growth in the region.
• Orchestrate cross-functional collaboration across Partner Sales, Solutions, Marketing, and Field Operations.
• Bridge DACH and broader ecosystem by sharing regional best practices and market insights.
• Capture and communicate partner impact with approved Partner Value Stories.

Kenntnisse

Partner management

Channel sales

Alliance management

Executive presence

Cross-functional collaboration

Jobbeschreibung

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.

For this role and our business requirements, we welcome applicants from all regions of Germany.

Responsibilities

Your Future Team

We're looking for a Senior Partner Manager, DACH to own some of our largest focus partners across the DACH region (Germany, Austria, and Switzerland). The role sits within the Partner & Alliances field organization and reports to the Head of Partner Management DACH. You'll operate as the single point of ownership for your named partners in DACH, orchestrating engagement across Partner Sales, Partner Solutions, Direct Sales, and Marketing to deliver against ambitious regional targets.

These are established, high-performing partnerships with active joint business plans, mature co-sell motions, and significant pipeline in-flight. You'll inherit strong foundations and be responsible for accelerating what's already working - deepening executive relationships, expanding solution-based co-selling, and driving measurable revenue growth across one of EMEA's most strategically important markets.

What You'll Do

• Own the full lifecycle of your named Focus partner relationships in the DACH region - from strategic planning through revenue delivery. That starts with developing and executing value-based partner plans that set ambitious growth aspirations grounded in solutions-based co-selling and co-delivery. You'll have approved plans in place within your first quarter and iterate on them through exec-level QBRs with partner leadership.
• Drive sourced pipeline through target account mapping, Development Fund utilization, and joint go-to-market campaigns tailored to DACH market dynamics - maintaining pipeline visibility in Salesforce with regular monthly updates. You'll promote differentiated partner solutions and enable Direct Sales to create pipeline and close deals faster through structured co-sell motions - positioning your partners' regional expertise as a competitive advantage in every customer engagement.
• Be accountable for Named Partner Teamed NNACV, Sourced Pipeline, Contributed NNACV, and Sourced NNACV targets for the DACH region. This means operating as the single point of ownership for your partners' performance, with full accountability for partner-attributed revenue growth each half.
• Orchestrate cross-functionally across Partner Sales Managers, Partner Solutions Architects, Partner Marketing, and Field Operations - acting as the connective tissue that makes the Partner Account Team operate as #ONETEAM. You'll also collaborate with Partner Solutions to build and promote differentiated solution practices on top of Atlassian's platform, helping DACH partners drive customer adoption and reduce time to value.
• Bridge DACH and the broader ecosystem - share regional best practices, co-sell playbooks, and market insights to elevate the partner motion across EMEA and globally.
• Capture and tell the story of partner impact - identifying, documenting, and publishing approved Partner Value Stories each half that demonstrate measurable customer outcomes and partner value delivered.

Qualifications

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

This role may also be eligible for benefits, bonuses, commissions, and equity.

Your background

• Significant experience in partner management, partner channel sales, or alliance management within enterprise software or SaaS - 8 years or equivalent demonstrated expertise
• A track record of meeting/exceeding partner-attributed revenue targets (NNACV, sourced pipeline, contributed revenue)
• Deep understanding of the DACH partner landscape, inc. SIs, consulting firms, VARs, and GSIs
• Experience owning large, complex partner relationships end‑to‑end, from joint business planning through pipeline generation and deal execution
• Strong co-sell and co-delivery experience, with the ability to structure and govern joint value propositions across sales and services motions
• Executive presence - ability to plan and lead QBRs and strategic planning sessions with C-level partner stakeholders
• Cross-functional experience working with sales, solutions, marketing, and operations teams to deliver integrated partner go‑to‑market plans
• Data-driven operating cadence - pipeline forecasting in Salesforce, business planning, and performance reporting
• Fluent in German and English (written and verbal), with the ability to build business cases and influence internal and external stakeholders
• Based in Germany (ideally Munich, Frankfurt, Hamburg, or Berlin)

Preferred Qualifications

• Experience managing services-oriented partners (e.g., consulting, implementation) within the Atlassian or adjacent ecosystem, with familiarity across partner program structures (deal registration, development funds, co-marketing, and incentive models)
• Experience with cloud migration motions and helping partners build practices around platform adoption
• Knowledge of DACH-specific regulatory and compliance considerations (e.g., GDPR, data residency) and how they shape partner and customer buying decisions, plus existing relationships within the DACH Atlassian partner community or adjacent ecosystem
• Fluency in an additional regional language (e.g., French for Swiss market coverage) is a plus

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

This role may also be eligible for benefits, bonuses, commissions, and equity.

Benefits & Perks

• Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits .

About Atlassian

At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them. To learn more about our culture and hiring process, visit go.atlassian.com/crh .

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.