Account Manager, Strategic
Atlassian · Posted Oct 7
Enterprise project management, team collaboration, and software development tools
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About the role
Atlassian's Account Management team focuses on deepening relationships with the company's largest and most strategic Enterprise customers, owning retention and accelerating expansion of Atlassian's core products and services. The team works with organizations including IBM, Tesla, Dish and Lufthansa, and this role reports to the Manager, Strategic Account Management APAC. The Account Manager, Strategic will manage high-value renewals and expansion across a sizable product portfolio, forecast their owned book of business, and partner with Sales on account planning and growth analysis.
What you will do
- You will accelerate growth by using existing customer footprints to maximize expansion through a tops-down, solution-oriented approach
- Develop Senior and Executive relationships over video conferences and in-person
- Manage high-value renewals & expansion across a sizable product portfolio
- Oversee growth opportunity management. Partner with our Sales team on account planning and driving business growth through competitive, market and white space analysis
- You will increase customer awareness of Atlassian's product portfolio to discover opportunities
- Maintain an understanding of product updates and new offerings and articulate those improvements to customers and our solution partners
- Forecast accountability for your owned book of business
- Identify pockets of risk in your Customer's portfolio and assessing solutions to reduce issues before they impact customer satisfaction
- Manage up internally to provide awareness and advocacy of customer needs
- Influence cross-functional partners toward mutually beneficial outcomes
Skills used in this role
What the employer is looking for
- Generally, 7+ years experience in account management, inside sales, customer success or other relevant business areas
- Proven experience selling Enterprise SaaS products across a global account footprint
- Experience establishing communication and engagement with prospects, and trust over the phone and on video across several countries and cultures
- Experience meeting or exceeding performance goals
- Experience managing customer engagements with Enterprise-level customers
- Experience managing complex sales cycles
- Experience working with Channel Partners & GSIs to retain and grow customer accounts
- Understanding of the typical SaaS Customer Journey and experience guiding customers through risk scenarios
- Experience using Salesforce, Clari and Tableau
- Experience analysing data to support identifying opportunity and projecting growth trajectories
Benefits and support
- Health and wellbeing resources
- Paid volunteer days
About Atlassian
Atlassian is a leading software company that builds enterprise collaboration, project planning, and issue-tracking tools such as Jira, Confluence, and Trello. Empowering teams across the globe, Atlassian focuses on unleashing the potential of every team through advanced workflows, cloud infrastructure, and AI-driven capabilities.
- Industry
- Software
- Company size
- 10001+ employees
- Founded
- 2002
- Location
- Sydney, Australia
- Funding stage
- Public Company
Funding
Public Company · $210M raised
- 2010-07-13Venture - Series Unknown$60M
- 2014-04-10Secondary Market$150M
Leadership
CEO & Co-Founder
Chief Financial Officer
Chief Revenue Officer
Chief People and AI Enablement Officer
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