Senior Services Solutions Advocate

Atlassian; Greater London; On-site; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Accommodations during recruitment

Job summary

Atlassian is seeking a Services Solutions Advocate to drive demand for professional services by partnering with customers to shape the right engagement and delivery model. You will work with Atlassian Sales, Professional Services, and the Partner Ecosystem to create opportunities and align objectives with customer goals.

The role requires leading discovery, shaping engagements, and managing from discovery to handover on deal close, with a focus on enterprise software and an emphasis on German

Qualifications

• 5+ years of experience in professional services sales, enterprise solution sales, or consultative enterprise software sales
• Demonstrated success meeting or exceeding sales targets and closing complex, consultative opportunities
• Experience generating pipeline, developing account-level opportunity strategies, and maintaining accurate forecasts
• Experience leading discovery and engaging business, technical, and executive stakeholders
• Proven ability to influence cross-functional teams and navigate complex enterprise sales cycles
• Experience with the Atlassian ecosystem or enterprise software solutions
• Fluency in German and English, both written and verbal, is required

Responsibilities

• Generate and influence professional services pipeline by identifying customer needs, shaping services opportunities, and creating demand throughout the sales cycle
• Lead consultative discovery to understand customer priorities, business objectives, and organizational challenges
• Lead the services sales cycle from discovery through commercial recommendations, and facilitating the handover to delivery upon deal close
• Shape customer-specific services engagements by aligning business objectives with the most appropriate services approach and engagement model
• Develop account-level services strategies in partnership with Atlassian Sales to identify expansion opportunities ad maximize customer value
• Bring together cross-functional stakeholders across Atlassian Sales, Professional Services, Customer Success, and the Atlassian Partner Ecosystem to shape the services engagement that best supports customer outcomes
• Influence complex enterprise opportunities by balancing customer outcomes, commercial priorities, and delivery expectations
• Own a professional services sales target by delivering services bookings, pipeline growth, forecast accuracy and opportunity management

Skills

Enterprise software

Consultative selling

Deal shaping

Cross-functional leadership

Fluency in German & English

Tools

Atlassian ecosystem

Jira & Confluence

Job description

Overview

Atlassian Professional Services helps customers maximize the value of their Atlassian investment by delivering outcome-based solutions that accelerate adoption, reduce implementation risk, and enable long-term business success through the Atlassian System of Work.

As the commercial specialist within Professional Services, the Services Solutions Advocate (SSA) drives demand for professional services by partnering with customers to shape the right services engagement for their business needs. Working closely with Atlassian Sales, the SSA helps customers understand their business objectives and recommends the services engagement and delivery model best suited to achieve them, including when to engage the Atlassian Partner Ecosystem.

As a trusted advisor, the SSA works with business and technical decision makers to identify customer priorities, navigate complex opportunities, and align services solutions to customer goals. In doing so, the SSA balances customer value, commercial priorities, and delivery considerations to help customers achieve successful business outcomes.

Responsibilities

• Generate and influence professional services pipeline by identifying customer needs, shaping services opportunities, and creating demand throughout the sales cycle
• Lead consultative discovery to understand customer priorities, business objectives, and organizational challenges
• Lead the services sales cycle from discovery through commercial recommendations, and facilitating the handover to delivery upon deal close
• Shape customer-specific services engagements by aligning business objectives with the most appropriate services approach and engagement model
• Develop account-level services strategies in partnership with Atlassian Sales to identify expansion opportunities ad maximize customer value
• Bring together cross-functional stakeholders across Atlassian Sales, Professional Services, Customer Success, and the Atlassian Partner Ecosystem to shape the services engagement that best supports customer outcomes
• Influence complex enterprise opportunities by balancing customer outcomes, commercial priorities, and delivery expectations
• Own a professional services sales target by delivering services bookings, pipeline growth, forecast accuracy and opportunity management

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.

• 5+ years of experience in professional services sales, enterprise solution sales, or consultative enterprise software sales
• Demonstrated success meeting or exceeding sales targets and closing complex, consultative opportunities
• Experience generating pipeline, developing account-level opportunity strategies, and maintaining accurate forecasts
• Experience leading discovery and engaging business, technical, and executive stakeholders
• Proven ability to influence cross-functional teams and navigate complex enterprise sales cycles
• Experience with the Atlassian ecosystem or enterprise software solutions
• Fluency in German and English, both written and verbal, is required

Knowledge & Skills

• Understanding of Atlassian products, including Jira and Confluence, with familiarity across Enterprise Agility, ITSM, DevOps, and Cloud transformation
• Experience selling professional services or other outcome-based services within enterprise software organizations
• Strong discovery, consultative selling, negotiation, and commercial acumen
• Ability to translate business objectives into customer specific services recommendations
• Excellent executive communication, relationship management, and cross-functional collaboration skills
• Ability to influence without authority across customer, sales, and cross-functional stakeholders

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.