Strategic Account Executive - West

About the Position

Strategic Account Executive - West

Are you customer-focused and creative? Can you effectively organize resources to meet the needs of our customers? If yes, then we'd love to have you on our team!

At Atlassian, we work with over 300,000 customers worldwide, including organizations like NASA, IBM, Hubspot, Samsung, and Coca-Cola. Our goal is to unleash the potential of every team through the power of incredible software solutions, delivering exceptional customer impact and ensuring ongoing revenue growth.

We're leading the way in responsibly integrating artificial intelligence into our cloud products as we aim to migrate our customers to the cloud while building trust through transparency of cost, moving faster with our collaborations, and accelerating our customers' business outcomes. The role involves steering the utilization of various products and services for our most significant and strategically important customer base. This includes overseeing a specific set of high-value customers, comprehending their long-term business goals, and formulating customized strategies to foster mutual growth and success.

Responsibilities

• Develop and implement named Account or Territory plans geared at both maximizing expansion opportunities across a wide portfolio of products and ensuring high bar of customer success.
• Be the main Atlassian point of contact or escalation point for designated strategic Accounts.
• Develop and implement strategic sales plans to acquire and retain high-value accounts.
• Identify key decision-makers within target accounts and build strong relationships with them.
• Build and maintain relationships with C-level and other executive relationships.
• 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.
• Develop and maintain a deep understanding of the company's products and services to effectively communicate their value proposition to customers.
• Travel as necessary to meet with clients, attend industry events, and participate in conferences.
• Mentor and provide guidance to junior members of the sales team, if applicable.

Requirements

• 10+ years of quota-carrying Enterprise Software Sales Experience.
• 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.
• Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
• Building and leading territory & strategic account plans.
• Proactively engages customers with a consultative, solution-oriented approach in discovering new opportunities.
• Proven track record of meeting or exceeding performance targets.

We Offer

• Competitive base salary ranging from $189,738 - $255,000 per year, depending on the geographic pay zone.
• Benefits, bonuses, commissions, and equity may also be available.
• Health and wellbeing resources.
• Paid volunteer days.
• And more! Visit go.atlassian.com/perksandbenefits to learn more.

About the Company

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.