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Account Manager, Strategic

2 months ago

London, Greater London, United Kingdom Atlassian Full time

Atlassian is continuing to drive investments focused on developing our largest, most strategic French customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions.

Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian's full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.

We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition, you need to be able to prioritize high value activities amongst competing priorities. You have over 7 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business. You are confident with driving sales engagements end-to-end and are an expert at running cross-sell discovery.

More about you

The team is comprised of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model.

Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approachDeveloping Senior and Executive relationships over video conferences as well as in-personManage high-value renewals & expansion across a sizable product portfolioOwnership of growth opportunity management and sales cycles end-to-endPartner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysisIncrease customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunitiesMaintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partnersForecasting accountability for your owned book of businessProactively identifying pockets of risk in your Customer's portfolio and triaging solutions to mitigate issues before they impact customer satisfactionManaging up internally to provide awareness and advocacy of customer needsInfluencing cross-functional partners toward mutually beneficial outcomes
In your first 90 days, we'll expect you to:

Manage time effectively and prioritize among competing opportunitiesExecute creative and unique approaches to help evolve best practicesDemonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunityDemonstrate experience leading sales cycles end-to-endLeverage subject matter expertise to build credibility with stakeholders/championsHave a team player mindset; driving collaboration and engagement scope with global stakeholdersHave a customer first mentality advocating for the customer's interests, solving complex problems, influencing outcomes, and aligning with Atlassian's strategyEffectively communicate and show active listening skills whilst leading revenue expansion efforts from start to finish, and engaging with senior stakeholdersHave a strategic approach in reviewing the global account footprint, and prioritizing customer engagements to maximize account growth and retentionBe a change agent with the ability to continuously learn and implement feedbackShow a tendency to operate daily with a sense of urgency, and an affinity for creative problem-solvingUnderstand each of your customers' journeys with Atlassian thus far with identified product use cases

5+ years experience in account management, inside sales, customer success or other relevant business areasAbility to establish rapport and build relationships and trust over the phone and on video across a wide variety of countries and culturesProven track record of meeting or exceeding performance goalsExperience managing high-revenue customer engagements with Enterprise-level customersExperience managing complex, end-to-end sales cycles is preferredExperience selling Enterprise SaaS products across a global account footprintExperience working with Channel Partners & GSIs to retain and grow customer accountsUnderstanding of the typical SaaS Customer Journey and experience guiding customers through risk scenarios
It's great, but not required, if you have:

Experience using Salesforce, Clari and TableauExperience analyzing data to support identifying opportunity and projecting growth trajectories