Strategic Account Executive, DACH Telco

Atlassian; United States; Remote; USD 180,000 - 240,000; Full time

Benefits offered by this job

Health and wellbeing resources

Paid volunteer days

Job summary

Atlassian seeks a Senior Strategic Enterprise Sales professional in the United States to own a territory of 2-4 strategic customers and drive multi-million dollar opportunities. You will lead complex negotiations, build executive relationships, and partner with cross-functional teams to deliver customer success.

Fluent German and English are required, along with a proven track record in transforming large global accounts. Travel to meet clients and represent Atlassian at conferences is expected.

Qualifications

• 10+ years of quota-carrying strategic enterprise software sales experience.
• Experience managing strategic telco accounts.
• Fluent German and English (speaking and writing).
• Experience driving transformation deals in large global accounts with multi-million spend thresholds.
• Experience engaging and building C-level relationships.
• Experience navigating complex procurement processes with multiple stakeholders.

Responsibilities

• Own a territory of 2-4 strategic customers and report to the Director of Strategic Sales for the DACH region.
• Develop and close new sales opportunities, develop and implement named account or territory plans, generate and maximise expansion opportunities across our full portfolio of products and ensure a high bar of customer success.
• Be the main Atlassian point of contact or escalation point for a selection of Atlassian's most strategic named accounts.
• Identify key decision-makers within target accounts and build strong relationships with them.
• Understand the business objectives and challenges of potential customers and position solutions to address their needs.
• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction
• Lead complex negotiations and contract discussions with customers.
• Conduct market research and stay informed about industry trends to identify new opportunities and maintain a competitive edge.
• Provide regular updates and forecasts on sales performance to senior management.
• Travel as necessary to meet with clients, attend industry events, and participate in conferences.
• Mentor and providing guidance to junior members of the sales team, if applicable.

Skills

Enterprise software sales

German language

English language

C-level engagement

Strategic account management

Multi-stakeholder procurement

Team leadership

Territory planning

Deal negotiation

Account planning

Job description

In this role, you will:

• Work on a territory of 2-4 Strategic customers and report to the Director of Strategic Sales for the DACH region
• Develop and close new sales opportunities, develop and implement named account or territory plans, generate and maximise expansion opportunities across our full portfolio of products and ensure a high bar of customer success
• Be the main Atlassian point of contact or escalation point for a selection of Atlassian's most strategic named accounts
• Identify key decision-makers within target accounts and build strong relationships with them.
• Understand the business objectives and challenges of potential customers and positioning solutions to address their needs.
• Collaborate with internal teams, Channel Partners, Product Specialists, Account Managers, and Solution Engineers to streamline sales processes and enhance overall customer satisfaction
• Lead complex negotiations and contract discussions with customers.
• Conduct market research and stay informed about industry trends to identify new opportunities and maintain a competitive edge.
• Provide regular updates and forecasts on sales performance to senior management.
• Travel as necessary to meet with clients, attend industry events, and participate in conferences.
• Mentor and providing guidance to junior members of the sales team, if applicable.

Your background:

• 10+ years of quota-carrying strategic enterprise software sales experience (field sales role)
• Experience managing strategic telco accounts
• Fluent German and English language skills (speaking and writing)
• 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
• Building and leading territory & strategic account plans
• Experience leading or coordinating Account team
• Proven track record of meeting or exceeding performance targets
• Excited to engage and influence your team, driving strength, passion, and excitement to your colleagues

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.

#LI-FV1 #LI-remote