Responsibilities
- Partner with cross-functional account teams and Atlassian partners to participate in customer discovery to understand the customer's current state, what business problems they want to solve, and map back to the Atlassian platforms and solutions that will get them to where they want to be
- Probe for and identify additional opportunities for cross-product/solution expansion
- Investigate, discover, and assess client pain points
- Be a trusted technical advisor of Atlassian software in the pre-sales process, articulating and showing the customer the value of the software and how it can change their way of working
- Have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together to unlock the power of teams
- Lead compelling, tailored value-based demonstrations
- Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer on Atlassian being the right decision
- Proactively forge strong partnerships with assigned sales counterparts, regularly discussing pipeline, current and upcoming opportunities and needs, bi-directional feedback, and ways to improve the selling cycle together
- Understand, track and document feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management
- Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Atlassian products progress
Requirements
- 5+ years of experience interacting with enterprise customers in a pre-sales capacity
- Excellent communication
- Strong presentation skills to multi-level audiences
- Unmatched agility to do what it takes to get the job done
- Proficiency in German
- Customer-centric mindset
- Proven track record in building executive relationships with customers
- Ability to rally internal teams to collaborate across the company to meet customers needs
- Creative problem solver who can interpret complex business problems, boil them down into solutions, and collaborate with prospects, partners, and the Atlassian sales team to deliver compelling value-based solutions
- Comfortable in both a business and technical context, interacting with executives or talking shop with strong technical audiences
- Love to learn and continuously grow and challenge yourself
- Open to giving and receiving feedback
- Tolerate failure, love to win, hate to lose
- Passionate about making customers and Atlassian successful
Nice to Have
- Prior experience in business development / net new logos or growing very small accounts with large potential is a big plus
Benefits
- Health and wellbeing resources
- Paid volunteer days
Work Arrangement
Remote (Worldwide) — any country where we have a legal entity
Additional Information
- Language requirements: Proficiency in German is required.
- This role covers the EMEA New Logo market.
- The New Logo market is our hunting motion for high potential greenfield and brownfield accounts, landing initial Atlassian footprints across a wide portfolio of products.
