Solutions Engineer, Mid-Market

Atlassian; Washington (District of Columbia); On-site; USD 168,000 - 220,000; Full time

Benefits offered by this job

Health coverage

Paid volunteer days

Wellness resources

Job summary

At Atlassian in Washington, DC, we seek an experienced pre-sales professional to partner with direct sales, partners and larger accounts on Mid-Market opportunities. You will map customer problems to Atlassian products, deliver value through tailored demonstrations, and drive solution success within your account team.

You will lead value-based demos across business and technical stakeholders, collaborate with account executives to expand opportunities, and ensure customer outcomes and portfolio

Qualifications

• 5+ years of experience interacting with mid-market customers in a pre-sales capacity.
• Creative problem solver who can translate business problems into solutions.
• Equally comfortable in business and technical contexts with executives and technical audiences.
• Strong communication and multi-level presentation skills.
• Proven ability to build executive relationships and rally internal teams.

Responsibilities

• Partner with direct sales, partners and larger account teams on Mid-Market Accounts to map customer needs to Atlassian products.
• Lead customer discovery to understand business problems and map to Atlassian solutions.
• Identify cross-product opportunities and expand solution scope with customers.
• Demonstrate Atlassian value through compelling, tailored product demos.
• Guide technical requirements in the sales process to gain stakeholder buy-in.
• Collaborate with account executives to discuss pipeline and next steps.

Skills

Mid-market experience

Pre-sales experience

Presentation skills

Executive relationship building

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.