Partner Manager- US Public Sector

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.
Atlassian is growing the team that builds our public sector channel relationships with our government partners. The Public Sector Partner Manager is responsible for recruiting, growing and managing Atlassian Solution Partners, and will be responsible for growing Atlassian's market share across the US Public Sector. We are looking for an exceptional individual who understands the channel business, and has strong experience and understanding of the public sector market.

You are a highly motivated, analytically driven businessperson with the ability to identify, recruit and make successful Partners within the public sector. You bring deep knowledge of the government market, both federal and state and local, and partners as they pertain to Atlassian Solutions. You focus and drive channel initiatives, but also keep an eye on the business as a whole ensuring that decisions are made with future growth in mind. You have worked with Partners directly and understand their culture and business needs to help motivate and build a successful partnership. Although you have experience in the enterprise space at successful software companies, you don't like the go to market approaches of legacy vendors and want to rewrite the book on how business can be done.
In this role you'll get to:

• Craft partner strategy and engagement plans
• Understand and develop relationships between Atlassian solution partners and corporate resellers, and government aggregator
• Ensure partner engagement on product campaigns and marketing activities
• Grow license sales through partners and demonstrate business impact
• Collaborate with other channel managers, enablement, sales, programs, other key functions for partner success

Key Results Areas:

• Lead partners to deliver the Atlassian Channel business charter - grow relationships to service and support our customers, and be Atlassian's megaphone to the world.
• Create a business plan on how to develop the public sector business to achieve sales targets, including specific goals
• Have a working understanding of Atlassian products and can present/speak to the value they deliver to customers and partners
• Understand partner businesses, their products and their metrics.
• Develop MDF (marketing development funds) plans for the region in order to support Atlassian marketing objectives
• Document pipeline and support customer opportunities
• Team with internal Atlassian Government Sales Teams and Solution Partners for coverage of enterprise customers

The Public Sector team is a diverse group with experience in sales, marketing and technical roles. Our culture values openness, creativity, integrity and applying Atlassian Values to our interactions. We have experienced public sector business in a variety of companies, and are crafting a new way of building our business compared to legacy vendors. All of this creates huge opportunity for our government partners that are adding to Atlassian's flywheel sales model. Understanding that that change is constant and responding with excitement about developing partners to succeed makes you an excellent fit for this role.
On your first day, we'll expect you to have:

• 5-10 years work experience with a minimum of 2-3 years of managing public sector partners
• Experience that demonstrates an ability to establish and maintain relationships effectively
• Ability to profile, find and sign government partnerships
• Strong knowledge of government contracting

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: $164,300 - $219,100
Zone B: $147,900 - $197,200
Zone C: $136,400 - $181,900
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.

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit to learn more.

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.
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