Principal Solutions Engineer-Strategic

Atlassian; New York (NY); Remote; USD 194,000 - 253,000; Full time

Benefits offered by this job

Health & wellbeing resources

Volunteer days

Equity and bonuses

Job summary

At Atlassian, we offer flexible work arrangements allowing offices, home, or hybrid arrangements. We are seeking a Principal Sales Solutions Engineer, Strategic for our enterprise business to be a product expert in the sales cycle and help close enterprise deals.

The role focuses on value selling, building executive relationships, and delivering compelling value-based demonstrations across Atlassian products and solutions.

Qualifications

• 8+ years of Fortune 100 pre-sales experience.
• Strong communication and presentation skills for senior audiences.
• Experience engaging with C-suite executives and leaders.

Responsibilities

• Partner with sales teams, partners and large accounts on transformation deals.
• Engage with customers at the executive level to build long-term relationships.
• Map customer needs to Atlassian products, platforms and solutions.
• Lead value-based demonstrations and articulate product value.
• Collaborate with cross-functional teams to support customer opportunities.
• Document feedback and competitive intelligence for product teams.

Skills

Pre-sales

Value selling

Executive engagement

C-suite relationships

Cross-functional collaboration

Tools

CRM systems

Sales enablement tools

Job description

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.

Responsibilities

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, strategize 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 customized




• 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 job isn’t something you’ll hear on this team - if you’re looking to be a cog in the system, this job isn’t for you.

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.

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.

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.

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

Pay Ranges

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: $193,730 - $252,925

Zone B: $174,357 - $227,633

Zone C: $160,796 - $209,928

Qualifications

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.