Principal Partner Solutions Architect, GSI

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.
At Atlassian, we're building a global team that is shaping the future of how we collaborate with our GSIs. We are seeking an experienced Principal Partner Solutions Architect to play a pivotal role in driving our Partner Solutions strategy, capabilities, practice development, and channel growth. This individual will work closely with Partner Development Managers, and lead initiatives that will accelerate the success of our strategic partnerships, ensuring that the Atlassian practice thrives in a high-growth, collaborative environment.
This is a unique opportunity to help shape the future of Atlassian's Partner ecosystem at scale. If you are passionate about technology, innovation, strategy, and driving business impact, this could be the perfect role for you.
In this role, you will:

• Partner with Global System Integrators: Leverage your deep technical expertise in Atlassian solutions to recruit, activate, and engage with top-tier Global System Integrators (GSIs) that will accelerate our customer sales and success goals.
• Develop Strategic Solution Plans: Collaborate with key stakeholders-including the Head of Solutions/GSIs, and Partner Managers-to create targeted solutions plans that align with our strategic priorities and growth objectives.
• Drive Business-Centric Solution Activation Plans: Build business case-driven Solution activation strategies in collaboration with partner managers, marketing teams, and other internal stakeholders to create a unified go-to-market approach with partners.
• Collaborate on Solution Design: Work with partners to design and deliver customized solutions that close deals and drive customer success across Atlassian's platform.
• Lead Global Practice Development: Help scale and accelerate the growth of our Strategic Partner business by executing a global practice development strategy in close partnership with our Partner Managers.
• Provide Strategic Leadership: Guide partners to build packaged Atlassian Platform services, solutions, and go-to-market strategies that deliver measurable business value.
• Deliver Enablement and Thought Leadership: Collaborate with cross-functional teams across Atlassian to build and implement an integrated enablement model that helps partners accelerate their success with Atlassian products.
• Lead Solution Workshops: Facilitate workshops with partners to improve their understanding of the Atlassian Solutions, and work with enterprise sales teams to optimize co-selling motions.
• Champion Thought Leadership: Collaborate with partners on thought leadership initiatives to promote the Atlassian platform, sharing insights and driving innovation across the ecosystem.

Your background:

• 12+ years of experience in product, consulting, and sales, with a strong understanding of Cloud Native Platforms. Familiarity with the Atlassian Platform is highly preferred.
• Cloud Native Expertise: You are highly skilled in driving Cloud and Agile transformations, with a strong background in cloud-native technologies and modern infrastructure patterns. Your technical knowledge and strategic insight help organizations innovate and scale.
• Proven success in Matrix Organizations: A history of building effective relationships in a matrixed organization, where cross-functional collaboration and partnering are key to success.
• Expertise in Solution Design & Pre-Sales: Experience in crafting and delivering solutions, designing proposals, and collaborating with internal and external teams to create compelling business cases.
• Experience with Partners: While not mandatory, experience working directly with strategic partners will be a strong advantage.
• Consultative Selling & Business Insight: A results-oriented mindset with the ability to position value, calculate ROI, and guide partners to achieve their business goals through consultative sales techniques.
• Effective Communication Skills: You are equally comfortable presenting at the executive level, conducting hands-on workshops, and working with technology teams to ensure success.
• Continuous Learning: You are coachable and continuously strive to improve your skills, maintaining a high level of self-awareness and growth mindset.
• Accountability & Results-Driven: You have a strong track record of meeting or exceeding both sales and non-revenue performance metrics. Your sense of responsibility and execution is unmatched-you get things done.

Compensation
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: $175,500 - $234,000
Zone B: $158,000 - $210,600
Zone C: $145,700 - $194,200
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.
Our perks & benefits
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 go.atlassian.com/perksandbenefits to learn more.
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 .