Senior Solutions Engineer, Mid-Market (East & Central)

Atlassian; United States; Remote; USD 140,000 - 220,000; Full time

Benefits offered by this job

Health coverage

Volunteer days

Wellness resources

Job summary

At Atlassian, we are seeking a Senior Solutions Engineer to partner with direct sales, partners, and large account teams on Mid-Market Accounts. You will map customer profiles, understand business problems, and align Atlassian products to solutions across the portfolio.

You will lead compelling value-based demonstrations, navigate both business and technical audiences, and foster strong partnerships with account executives to drive solution success.

Qualifications

• 5+ years interacting with mid-market customers in a pre-sales capacity.
• Creative problem solver who translates business problems into solutions.
• Comfortable in both business and technical contexts with executives and technical staff.
• Continual learner, open to feedback, competitive and customer-focused.
• Proven track record building executive relationships and aligning teams to customer needs.

Responsibilities

• Partner with direct sales, partners, and account teams on mid-market accounts to map customer profiles and roadmaps.
• Conduct customer discovery to map problems to Atlassian products and solutions.
• Identify cross-product opportunities and expand solutions.
• Lead value-based product demonstrations for varied stakeholders.
• Guide customers' technical needs to win buy-in for Atlassian.
• Forge strong partnerships with account executives and share feedback with product teams.
• Document product feedback and competitive intel to inform development.
• Continuously learn and expand knowledge of Atlassian offerings.

Skills

Mid-market experience

Pre-sales

Communication

Presentation skills

Executive relationships

Business-technical fluency

Job description

• Join Atlassian’s Solutions Engineering Core Team to partner with direct sales, partners and larger account teams on Mid-Market Accounts, tracking the overall customer profile, business problems and complexities, roadmaps, and solution success to optimize the customers within your account team territory


• 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, flexing across multiple different stakeholder needs, from deep individual product demos to selling the large vision of the whole portfolio


• 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 aligned account executives, regularly discussing pipeline, current and upcoming opportunities and needs, bi-directional feedback, and ways to improve the selling cycle together


• 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:

• 5+ years of experience interacting with mid-market customers in a pre-sales capacity, with excellent communication, strong presentation skills to multi-level audiences, and unmatched agility to do what it takes to get the job done.


• 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.


• If you’re looking to be a cog in the system, this job isn’t for you. You’ve got a customer-centric mindset, with a proven track record in building executive relationships with customers and rally the internal teams to collaborate across the company to meet our customers needs.

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: $168,300 - $219,725

Zone B: $151,200 - $197,400

Zone C: $139,500 - $182,125

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.

Perks and benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.

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 Equal Employment Opportunities (EEO) guidelines.

To provide you the best experience, we can support you 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.