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Head of EMEA Channel Sales

4 months ago

London, United Kingdom Atlassian Full time

This job is brought to you by Jobs/Redefined, the UK's leading over-50s age inclusive jobs board.

Overview

The primary responsibility of the Head of EMEA Channel Sales is to lead a organization of seasoned Channel Partner Managers. These Partner Managers focus on extending Atlassian's business model by recruiting and developing a portfolio of consulting, services, and selling partners. The leader will be responsible for growing and shaping the team and partners in order to build Atlassian's presence, skills, sales, and market share in the region.

You possess a strong drive and analytical mindset, making you an ideal candidate for the role of a business sales professional. With experience in managing and expanding indirect sales and delivery teams, you have a deep understanding of how to generate value and increase volume through partnerships with hundreds of partners and thousands of customers. Your focus lies in driving channel initiatives while also keeping a holistic view of the overall business, ensuring that decisions are made with future growth in mind.

Your expertise extends to navigating complex partnership models to assemble the right portfolio of capable partners to ensure Atlassian and customer success. You approach your work with a process-oriented mindset, utilizing metrics to inform data-driven decision-making. Recognizing the importance of aggressive partner recruitment, you understand that investing in onboarding and enabling partners will yield long-term benefits.

Coming from an enterprise software vendor background, you are eager to seek new challenges at a hyper-growth company where innovative business models can be explored without hesitation.

This role reports to the Head of Global Channels and is a vital part of our global organization. Our objective is to establish a channel that can offer valuable services, ensuring customer satisfaction and driving adoption of Atlassian products. The position collaborates closely with various teams including partner programs, enablement, field marketing, direct sales, and serves as a representative for the company in the field.

Responsibilities

  • Manage channel team to deliver the Atlassian Channel business charter - to grow the customer community, to service and support our customers, and be Atlassian's megaphone to the world.
  • Run a sales pipeline discipline of opportunities sourced through the channel partners
  • Manage a cadence with the channel team to ensure business objectives are identified and met
  • Create a business plan on how to grow the region to achieve the partner sales targets, including specific goals on channel recruitment
  • Highly knowledgeable about the region and the business metrics of relevant markets
  • Have a technical understanding of Atlassian products and can present/speak at local community events.
  • Understand the partner's businesses, their products and their metrics.
  • Manage MDF (marketing development funds) for the region and set the goals for the Channel Managers and Partners to support Atlassian's marketing objectives and activities
  • Manage channel pipeline and support customer opportunities when appropriate
  • Review Channel Manager regional / solution coverage gap analysis to identify where to focus recruitment efforts
  • Be able to help sell into an account where necessary

Main Activities:

  • Mentor team and partners on scaling their business around the Atlassian business model
  • Grow subscription sales through existing and new growth partners
  • Identify strategy and focus to recruit and enable new partners to deliver the program's goals
  • Guide sales and service lead distribution to the most capable partner
  • Ensure partner engagement on product campaigns and marketing activities
  • Understand and develop their partners business and their products, building rapport and value in the working relationship
  • Work with the partners on sustaining a high level of customer satisfaction
  • Be the go-to person for the region

Qualifications

Background:

  • Minimum 15 years work experience with a minimum 10+ years of experience developing value-added resellers or related channel business in the enterprise software industry
  • Experience leading a team of managers
  • Demonstrates channel and sales leadership
  • Successful experience and performance against sales targets
  • Sponsor the identification and recruitment of system integrator / consulting firms and technology partners worldwide
  • Exceptional oral and written communication skills
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