Territory Partner Manager

Tech Sales Jobs; United States; Remote; USD 120,000 - 170,000; Full time

Benefits offered by this job

Health and wellbeing resources

Volunteer days

Community engagement

Job summary

At Atlassian, we empower teams across Canada by leading territory development, partner enablement, and joint demand generation. This role focuses on strategizing with regional partners, coordinating cross-functional efforts with sales, marketing, and product teams, and driving measurable partner-led pipeline growth.

You will manage partner programs, run quarterly business reviews, and ensure alignments with Cloud migration goals while representing the voice of partners in decision-making

Qualifications

• Experienced in partner management and SaaS implementation, within the IT industry.
• Demonstrated ability to develop and execute go-to-market strategies and grow partner ecosystems.
• Skilled at building relationships with C-level executives and influencing key business decisions.
• Analytical and data-driven, able to interpret market trends and translate insights into actionable strategies.
• Proven collaborator, comfortable working across sales, marketing, and technical teams to achieve shared goals.
• Willing and able to travel as needed to support partners and drive business outcomes.
• Strategic thinker and clear communicator, able to inspire action and adapt messaging for diverse audiences.
• Growth mindset, high integrity, and a structured, collaborative approach to work.

Responsibilities

• Lead Territory Strategy & Governance: Develop, execute, and maintain the annual Territory Development Plan for Canada, aligning partner capacity with revenue and Cloud goals.
• Drive Partner-Sourced Pipeline & Co-Selling: Partner with AEs and Success to plan, attach partners to opportunities, and drive deal conversion.
• Recruit & Scale High-Impact Partners: Identify, onboard, and activate new Solution Partners and System Integrators.
• Manage Territory Development Funds: Allocate and oversee marketing investments for joint campaigns and demand-gen activities.
• Conduct Business Reviews & Enablement: Run QBRs with partners to track KPIs, pipeline health, and practice growth.
• Champion the Voice of the Partner: Advocate for Canadian market nuances with internal teams across Sales, Ops, Marketing, and Product.

Skills

Partner management

SaaS expertise

Cross-functional collaboration

Relationship building

Analytical mindset

Strategic thinking

Travel flexibility

Job description

In this role, you'll get to:

• Lead Territory Strategy & Governance: Develop, execute, and maintain the annual Territory Development Plan for Canada, aligning partner capacity and capability with Atlassian's regional revenue and Cloud migration goals.

• Drive Partner-Sourced Pipeline & Co-Selling: Partner with enterprise and commercial Account Executives (AEs), Solution Specialists, and Customer Success to orchestrate joint account planning, attach partners to strategic opportunities, and drive high-velocity deal conversion.

• Recruit & Scale High-Impact Partners: Perform ongoing territory gap analyses (geographic, vertical, and solution practice) to identify, recruit, onboard, and activate new Solution Partners and System Integrators.

• Manage Territory Development Funds (DF): Allocate and oversee marketing development fund investments, ensuring joint campaigns, events, and demand-generation activities deliver measurable ROI and qualified pipeline.

• Conduct Business Reviews & Enablement: Run regular cadence calls and Quarterly Business Reviews (QBRs) with key partners to track KPIs, pipeline health, delivery accreditations, and practice growth across Atlassian's solution portfolios (Service Management, Agile/DevOps, Work Management, and Cloud).

• Champion the Voice of the Partner: Advocate for Canadian market nuances, partner feedback, and regional customer requirements with internal cross-functional stakeholders across Sales, Channel Operations, Marketing, and Product.

Qualifications

You bring a strong track record in partner management, business development, or sales within the IT industry, with a focus on SaaS and technology solutions. You thrive in dynamic, cross-functional environments and are adept at building relationships, interpreting market trends, and driving strategic initiatives across diverse teams and stakeholders.

• Experienced in partner management and SaaS implementation, within the IT industry.

• Demonstrated ability to develop and execute go-to-market strategies and grow partner ecosystems.

• Skilled at building relationships with C-level executives and influencing key business decisions.

• Analytical and data-driven, able to interpret market trends and translate insights into actionable strategies.

• Proven collaborator, comfortable working across sales, marketing, and technical teams to achieve shared goals.

• Willing and able to travel as needed to support partners and drive business outcomes.

• Strategic thinker and clear communicator, able to inspire action and adapt messaging for diverse audiences.

• Growth mindset, high integrity, and a structured, collaborative approach to work.

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.