What are the responsibilities and job description for the Manager, Strategic Account Management position at Atlassian?
Overview
We are looking for an experienced Manager who can develop, champion, and motivate a team of highly-skilled Strategic Account Managers, responsible for the health and retention of Atlassian’s largest Enterprise customers. With over 300,000 customers worldwide, our Strategic Account Management team is assigned to the top 0.1% of customers in their respective regions.
Our Account Management team owns both retention and expansion, ultimately contributing to the transformation of our largest, most complex customers. Your team will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, meeting or exceeding expansion goals, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle.
You will partner closely with our global strategic sales team to drive total book of business growth. Additionally, your team will be partnering with sales team on strategic transformations, including white space analysis, strategic account planning & mapping, and cross-functional partnership with supporting teams like Deal Operations. We want a team player who can demonstrate both strong leadership skills and humility in an organization that prides itself on its open, honest, and supportive culture. The team you will be leading covers a set territory in the AMER market.
Working at Atlassian
Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
Responsibilities
What you’ll do
Your Background
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: $225,900 - $294,925
Zone B: $203,400 - $265,550
Zone C: $188,100 - $245,575
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.
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 .
We are looking for an experienced Manager who can develop, champion, and motivate a team of highly-skilled Strategic Account Managers, responsible for the health and retention of Atlassian’s largest Enterprise customers. With over 300,000 customers worldwide, our Strategic Account Management team is assigned to the top 0.1% of customers in their respective regions.
Our Account Management team owns both retention and expansion, ultimately contributing to the transformation of our largest, most complex customers. Your team will drive revenue growth across Atlassian’s full product portfolio by delivering high customer retention rates, meeting or exceeding expansion goals, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle.
You will partner closely with our global strategic sales team to drive total book of business growth. Additionally, your team will be partnering with sales team on strategic transformations, including white space analysis, strategic account planning & mapping, and cross-functional partnership with supporting teams like Deal Operations. We want a team player who can demonstrate both strong leadership skills and humility in an organization that prides itself on its open, honest, and supportive culture. The team you will be leading covers a set territory in the AMER market.
Working at Atlassian
Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
Responsibilities
What you’ll do
- You will be accountable for team performance, revenue forecasting, and balancing prioritization amidst a complex ownership footprint.
- You will work cross-functionally with Strategic Sales leadership on execution & strategy, and collaborate effectively with other key customer-facing teams (Services, Channel and Customer Success) .
- You will also be responsible for staffing, on-boarding, and up-skilling of the team.
- You will be the voice for the team, helping to escalate and remove blockers where needed so your team can do their best work and provide an ideal customer experience.
- You will learn Atlassian’s unique GTM model and play a critical part in helping us build our next generation enterprise business model globally.
Your Background
- 7 years of experience managing account management, inside sales or customer success teams focused on large Enterprise customers
- Experience with strategic sales planning and the ability to coach towards these skills
- Executes creative and value-focused approaches to help deliver optimal customer outcomes
- Experience with change management and implementing better approaches to address opportunities
- Experience in hiring, onboarding, coaching and developing people
- Ability to effectively interact and communicate with various levels of management
- Experience using CRM, forecast management, and analytics tools
- Experience working with Partners/GSI’s to deliver optimal customer outcomes
- Ability to prioritize work amidst multiple projects/initiatives running concurrently
- Ability to demonstrate sound reasoning with clarity around why you made specific decisions and choices throughout your career
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: $225,900 - $294,925
Zone B: $203,400 - $265,550
Zone C: $188,100 - $245,575
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.
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 .
Salary : $203,400 - $294,925