Strategic Account Executive - West

Atlassian; Deutschland; Vor Ort; EUR 148.500 - 232.650; Vollzeit

Benefits dieser Stelle

Health and wellbeing resources

Paid volunteer days

Flexible working options

Zusammenfassung

Atlassian is looking for an experienced Account Executive who will develop and implement strategic sales plans to maximize opportunities across a broad product portfolio and ensure customer success. This role is key in nurturing relationships with high-value accounts and various stakeholders within them.

Ideal candidates will have over 8 years of experience in enterprise software sales, an extensive understanding of managing key customer relationships, and a proven track record in meeting sales targets. Atlassian offers a hybrid working environment.

Qualifikationen

• 8+ years of experience in Enterprise Software Sales.
• Experience managing key customer relationships.
• Proven track record of meeting or exceeding sales targets.

Aufgaben

• Develop and implement Account or Territory plans.
• Main point of contact for strategic accounts.
• Leading negotiations and contract discussions.
• Collaborating with internal teams to enhance customer satisfaction.
• Providing regular updates on sales performance.

Kenntnisse

Quota-carrying Enterprise Software Sales Experience

Driving transformation deals

Engaging with C-level executives

Navigating complex procurement processes

Leading cross-functional teams

Building territory & strategic account plans

Tools

CRM software

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. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth. What makes us unique is our belief in 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.

There’s a strong earning potential for our sales team which is supported by the vast enterprise market awaiting our exploration, along with the consistent preference of our customers for Atlassian products.

We're leading the way in responsibly integrating artificial intelligence into our cloud products as we aim to migrate our customers to the cloud while building trust through transparency of cost, moving faster with our collaborations, and accelerating our customers' business outcomes and are tasked with constructing and executing a powerful sales strategy. The role involves steering the utilization of various products and services for our most significant and strategically important customer base. This includes overseeing a specific set of high-value customers, comprehending their long‑term business goals, and formulating customized strategies to foster mutual growth and success. The responsibilities also encompass nurturing strong relationships with key decision‑makers, identifying opportunities for upselling or cross‑selling, as well as closely collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to deliver solutions that align with customer objectives.

Responsibilities

What You’ll Do:

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring high bar of customer success

• Be the main Atlassian point of contact or escalation point for designated strategic Accounts

• Developing and implementing strategic sales plans to acquire and retain high‑value accounts.

• Identifying key decision‑makers within target accounts and building strong relationships with them.

• Building and maintaining relationships with C‑level and other executive relationships.

• Understanding the business objectives and challenges of potential customers and positioning solutions to address their needs.

• Collaborating with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction

• Leading complex negotiations and contract discussions with customers.

• Conducting market research and staying informed about industry trends to identify new opportunities and maintain a competitive edge.

• Providing regular updates and forecasts on sales performance to senior management.

• Developing and maintaining a deep understanding of the company’s products and services to effectively communicate their value proposition to customers.

• Traveling as necessary to meet with clients, attend industry events, and participate in conferences.

• Mentoring and providing guidance to junior members of the sales team, if applicable.

Your Background:

• 8+ years of quota‑carrying Enterprise Software Sales Experience

• Experience driving transformation deals in large global accounts with multi‑million dollar spend thresholds

• Experience engaging and building C‑level and other executive relationships

• Experience navigating complex procurement processes with multiple stakeholders and complex purchasing needs

• Proficient in leading and guiding a highly matrixed support team across geographies, getting cross functional teams aligned and marching toward the same goals

• Experience managing key customer relationships and closing strategic sales opportunities

• Extensive experience utilizing a CRM to achieve and correlate key performance metrics

• Building and leading territory & strategic account plans

• Proactively engages customers with a consultative, solution‑oriented approach in discovering new opportunities

• Proven track record of meeting or exceeding performance targets

• Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues

Qualifications

Compensation

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 A: $178,200 - $232,650

Zone B: $160,200 - $209,150

Zone C: $148,500 - $193,875

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

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

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.