Territory Partner Manager - Federal

Working at Atlassian
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Atlassian is looking for an experienced Territory Partner Manager covering the Federal Public Sector (Civilian and Department of Defense), reporting to the Head of Public Sector Partner Sales. You'll be responsible for growing incremental, measurable revenue by driving partner engagement and go-to-market efforts across enterprise solutions built on the Atlassian Platform.
Working closely with partner and sales leadership, you will develop a robust pipeline of joint opportunities with our largest customer agencies, lead the strategy and improvement of our partner sales model, and build a comprehensive approach to engaging leading partners-including Global and Federal System Integrators (SIs). This role requires a broad understanding of Federal Civilian or Department of Defense partner sales, partner strategy, and market development.
In this role, you'll get to:

• Own the comprehensive partner engagement strategy and execution across the Federal Civilian and Department of Defense sub-segments.
• Drive accelerated opportunity velocity and Annual Contract Value (ACV) growth by strategically integrating partner capabilities into the sales process, measured by territory net new ACV and sourced pipeline.
• Maximize partner leverage throughout the entire customer engagement lifecycle-from opportunity initiation to effective software platform usage-to drive successful customer outcomes.
• Focus efforts on optimizing the co-selling motion with Sales, Solution Specialists, Customer Success, and Account Management within the territory.
• Manage and focus engagement on a select group of existing partners within a hybrid territory model, with responsibility for sales achievement and growth goals.

Qualifications:

• 5 + years of experience developing and executing partner go-to-market (GTM) strategies
• 5 + years specialized expertise within the Federal Public Sector, specifically in either Civilian or Department of Defense sub-segments
• 5 + years of experience in Federal Public Sector focused Partner Management and/or Partner Sales
• Strong knowledge of government contracting and the government aggregator ecosystem
• Proven ability to establish and maintain executive-level relationships
• Strategic mindset with the ability to operate at an executive level while also executing hands-on

Nice-to-have skills:

• Direct sales experience
• AI expertise
• AWS

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: USD 92700 - USD 121025
Zone B: USD 83700 - USD 109275
Zone C: USD 77400 - USD 101050
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.
Benefits & Perks
Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits .
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 .