Strategic Loyalty Advocate

Are you passionate about engaging with Enterprise customers and have experience with account management, customer success or SaaS sales? Are you passionate about working with Enterprise customers and have experience with account management, customer success or SaaS sales? Do you enjoy working hand in hand with cross-functional teams to increase customer engagement, while also being part of a company that's experiencing phenomenal growth? Our mission is to “elevate customer’s value realization across Atlassian solutions by partnering throughout the customer journey to optimize revenue retention and growth” With over 260,000 customers worldwide, our Strategic Account Management team owns retention for 800 of our largest Enterprise customers worldwide; representing Atlassian's product portfolio, including Jira Software, Confluence, and Jira Service Management.

You will drive retention increases across Atlassian’s product portfolio by proactively engaging on strategic renewals and discovering expansion, upsell, upgrade & cross-sell opportunities. You will partner closely with our Strategic Account Team to drive Total Book of Business growth. You will be leading Cloud & Data Center sales cycles end-to-end. You are responsible for providing deal support on large strategic opportunities, including white space analysis, install base research and quoting support.

We are looking for team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large strategic accounts. In addition they need to be able to prioritize high value activities amongst competing priorities. You have over 5 years of software experience with a proven track record of achieving revenue targets and discovering & qualifying sales opportunity, ideally with experience in owning sales engagements end-to-end.

More about you
The team is comprised of proactive, resilient, and empathetic Strategic Account Managers, specializing in retaining and growing Atlassian's full suite of products and services. We have shared performance metrics and goals to inspire collaboration and teamwork, but above all, we believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our retention model.

In your first 90 days, we’ll expect you to have:

• A team player mindset; driving collaboration and engagement scope with internal stakeholders

• A customer first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy

• Effective communication and active listening skills whilst leading renewal and expansions from start to finish, and engaging with senior stakeholders

• A strategic approach in reviewing the account footprint (account planning, renewal planning) and prioritizing customer engagements to maximize account growth and retention

• An ability to continuously learn and implement feedback

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: $105,300 - $140,400

Zone B: $94,800 - $126,400

Zone C: $87,400 - $116,600

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.

• Maximize software retention rates through effective inside sales techniques over the phone, video and email while also minimizing customer churn.

• Lead end-to-end sales motions for our Cloud and Data Center platforms

• Manage renewals & expansions across a sizable product portfolio

• Partner with our Strategic account team on account planning and driving total book of business growth through whitespace analysis and install base research

• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities

• Identify business process or policy issues and work in a team project setting towards a solution

• Maintain a deep understanding of product updates and new offerings and articulates those improvements to customers and our solution partners

• Ability to co-sell and collaborate with solution partners across majority of opportunities

• Forecasting a pipeline for renewals, upsell and cloud migration opportunities

Minimum Required Experience:

• Five or more years experience in account management, software renewals, customer success or other relevant business areas

• Experience selling Enterprise SaaS products

• Ability to establish rapport and build relationships and trust with key customer and internal stakeholders within region

• Proven track record of meeting or exceeding performance goals

• Experience managing net-new sales cycles

It's great, but not required, if you have:

• Experience working with Channel partners to retain and grow customer accounts

• Industry and/or market specific knowledge

• Experience using Salesforce, Clari and Tableau