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Role Description

Our Mid-Market sales team is responsible for managing a portfolio of mid-sized customers. This includes:

• Identifying cloud-first sales opportunities and cross-sell and user expansion opportunities.
• Nurturing customer relationships and achieving revenue targets.
• Serving as a strong advocate for our customers by providing valuable feedback to our product and engineering teams.
• Contributing to the enhancement of our customer experience.
• Collaborating closely with Channel Partners, Product Specialists, Account Managers, and Solution Engineers.

We share a commitment, as a TEAM, to guiding and aiding our customer’s deployment and utilization of Atlassian at scale.

Responsibilities

• Develop and implement named Account or Territory plans to maximize expansion opportunities.
• Develop and execute strategic sales plans to achieve company sales goals and targets.
• Identify and qualify leads, build relationships with key decision makers, and understand customer needs.
• Deliver sales presentations, negotiate contracts, and close deals.
• Build and maintain relationships with C-level and other executive relationships.
• Propose appropriate solutions to meet client needs.
• Collaborate with internal teams such as channel, marketing, product, and customer success.
• Negotiate contracts and pricing agreements with clients.
• Provide accurate forecasting and account planning to management.
• Stay updated on industry trends and competitors.
• Travel to meet clients and attend industry events as necessary.
• Build sales strategies for designated territory or named Accounts.
• Serve as the main Atlassian point of contact for designated Accounts.
• Run strategy plays to identify opportunities and build long relationships with customers.
• Work with complex sales cycles and collaborate cross-functionally with Channel sales organization.

Qualifications

• 6+ years of quota-carrying Enterprise Software Sales Experience.
• Experience growing enterprise accounts and applying strategy for greater outcomes.
• Experience engaging and building C-level and executive relationships.
• Experience creating alignment and orchestrating internal account teams.
• Experience managing key customer relationships and closing strategic sales opportunities.
• Extensive experience utilizing a CRM to achieve and correlate key performance metrics.
• Building and leading territory & strategic account plans.
• Experience leading or coordinating Account teams to drive successful customer outcomes.
• Proactively engages customers with a consultative, solution-oriented approach.
• Proven track record of meeting or exceeding performance targets.
• Contributes to the overall team culture in a positive, impactful way.
• You possess a learner mindset.
• Ability to partner cross-functionally and proactively build a network with internal and external stakeholders.

Requirements

• Compensation is designed to be equitable, explainable, and competitive.
• Base pay within the range is determined by a candidate's skills, expertise, or experience.
• In the United States, base pay ranges for new hires are:
• Zone A: $115,200 - $150,400
• Zone B: $103,500 - $135,125
• Zone C: $95,400 - $124,550
• This role may also be eligible for benefits, bonuses, commissions, and equity.

Benefits

• Health and wellbeing resources.
• Paid volunteer days.
• Wide range of perks and benefits designed to support you and your family.

Company Description

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.

We believe that the unique contributions of all Atlassians create our success. We never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process.