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deep insights into the Atlassian community

At Atlassian, the mission is to help customers compete in the modern, digital economy, and the company has built a multi-billion-dollar software business with over 300,000 paying customers, hundreds of partners, and millions of users worldwide. The culture is open, welcoming, collaborative, and strongly focused on customer success. The Strategic Solution Sales team develops and executes sales strategies to drive adoption of Atlassian’s Service Collection (ESM/ITSM/Customer Service Management) among the largest customers. The Strategic Solution Sales Executive acts as a customer champion, feeds insights back to product and engineering to improve the customer experience, and owns a regional account territory while partnering with Strategic Account Executives, Solution Engineering, Channel Partners, Product, and Marketing. The role involves developing and executing sales strategies for revenue growth in named strategic accounts, serving as a knowledge leader on Service Management trends for Southern Europe, engaging with customers to understand their needs and propose value-based solutions, and coordinating with Marketing, Product, and Partner Management to align on strategies and explore co-selling opportunities.

At Atlassian, employees can work from an office, home, or a mix of both, with virtual interviews and onboarding as part of a distributed-first culture and a global customer base of 300,000+. The company’s mission is to unleash every team’s potential through software, deliver exceptional customer impact and revenue growth, and embody the value “play as a team,” with employees working with Atlassian, not for Atlassian. It highlights strong sales earning potential backed by a large enterprise market and customer preference for Atlassian products, and it is leading responsible AI integration into cloud offerings to migrate customers to the cloud with cost transparency and faster collaboration. The described role focuses on steering the use of various products for high-value, strategic customers, understanding their long-term goals, and crafting customized growth strategies while nurturing relationships with decision-makers and pursuing upsell/cross-sell opportunities in collaboration with internal teams and partners. What you’ll do includes developing strategic sales and account plans, understanding customer objectives to position solutions, streamlining sales processes with colleagues and partners, leading complex negotiations, conducting market research, staying aware of industry trends, and providing sales performance updates to senior management while traveling and attending industry events.

Atlassian offers flexible work options (office, remote, or hybrid) and hires people in any country where the company has a legal entity to support personal goals and family priorities. The role involves partnering with direct sales, partners, and larger account teams to manage Fortune 500 customers, tracking customer profiles, business problems, roadmaps, and solution success to optimize within the account team territory. It includes customer discovery to understand the customer's current state and business problems, mapping them to Atlassian products and identifying opportunities for cross-product expansion. As a pre-sales product expert, you articulate the value of Atlassian software, lead value-based demonstrations for various stakeholders, and guide how the full portfolio can transform their way of working. You also forge strong partnerships with aligned account executives, document product feedback and competitive intelligence, and continuously learn to improve pre-sales knowledge, products, platforms, and processes.

At Atlassian, employees can work in an office, from home, or in a hybrid setup, with virtual interviews and onboarding as part of a distributed-first approach and global hiring. The company targets its largest, most strategic customers, partnering with 82% of the Fortune 500 and clients like IBM, Tesla, Dish, and Lufthansa to deepen relationships and demonstrate value across Atlassian’s solution portfolio. The Account Management team consists of proactive, empathic managers who own retention and drive expansion within Atlassian’s Enterprise customers, increasing revenue across the full product portfolio through high retention and targeted upsell, upgrade, and cross-sell opportunities. You will partner with the Sales team on strategic opportunities, including white space analysis and account planning, and report to the Manager, Strategic Account Management DACH & France, requiring the ability to balance multiple opportunities and a strong customer-first mindset with over seven years of relevant experience. Your responsibilities include accelerating revenue growth via a top-down, solution-oriented approach, developing Senior and Executive relationships, managing renewals and expansions, end-to-end growth opportunity management, keeping customers informed about product updates, forecasting for your book, identifying risk, advocating for customer needs internally, and influencing cross-functional partners for mutually beneficial outcomes.