Channel Sales Director- Atlassian Ecosystem

**OVERVIEW**:
We are looking for a results-driven Channel Sales Director to lead our partner sales efforts within the Atlassian ecosystem, with a focus on the SPM/PPM (Strategic Portfolio Management/Project Portfolio Management) space. This role is critical to scaling revenue through strategic partnerships, with immediate responsibility for driving results through our Top 10 partners in the US and EMEA while expanding relationships with global systems integrators (SIs) such as Accenture, PwC, EY, Capgemini, and others. Additionally, this position offers a growth opportunity to build and lead a global channel sales team, including expansion into APAC.

**RESPONSIBILITIES**:
Channel Strategy & Enablement:

- Build, define, and execute a strategic partner plan focused on driving Enterprise revenue through Top 10 partners in the US and EMEA.
- Identify, penetrate, and build strategic relationships with global systems integrators (SIs) such as Accenture, Deloitte, PwC, EY, Capgemini, and other large consultancies to drive joint opportunities and expand market reach.
- Enable partners to independently close SMB/mid-market deals while supporting mid-market and enterprise co-sell opportunities with the internal team.

Sales Execution & Team Development:

- Serve as a player-coach, owning individual quotas while setting the foundation for a scalable global channel sales team in the future.
- Actively manage the full sales cycle, including deal registration, lead sharing, and partner enablement for high-priority opportunities.
- Collaborate with internal enterprise sales teams to ensure seamless execution on larger co-sell deals with solution partners.

Program Development:

- Design and implement partner enablement programs, including GTM campaigns, solution training, and technical support initiatives, to drive partner success.
- Create structured processes for lead-sharing, deal registration, and conflict resolution, ensuring transparency and alignment between partners, SIs, and internal teams.
- Focus on solution selling that aligns with SPM/PPM use cases to differentiate from competitors like ServiceNow, Asana, and other Atlassian Marketplace vendors.

Global Expansion:

- Develop a roadmap for APAC channel growth, building on the successes of the US and EMEA partner strategy.

Operational Excellence:

- Conduct QBRs and annual reviews with key partners and SIs to track progress against performance metrics, identify areas for growth, and strengthen relationships.
- Provide detailed and consistent reporting to senior leadership, highlighting channel performance, pipeline progression, and revenue impact.

**QUALIFICATIONS**:
**Experience**:

- 6-8 years of channel sales experience in a software ecosystem environment (e.g., Atlassian, AWS, Azure, ServiceNow, Asana, Salesforce, Microsoft).
- Proven success driving revenue in SPM/PPM or adjacent spaces, with a deep understanding of customer lifecycle stages and solution-based selling.
- Experience building and managing partnerships with global systems integrators (SIs) and navigating their unique business models and go-to-market strategies.
- Experience transitioning customers from data center to cloud and driving adoption of modern SaaS solutions.

**Skills**:

- Expertise in channel management, including partner enablement, deal registration, lead distribution, and conflict resolution.
- Strong enterprise sales execution skills, with the ability to actively close deals while mentoring and supporting partner and SI teams.
- Exceptional relationship-building skills, with a focus on strategic, long-term partnerships.
- Ability to work cross-functionally with marketing, product, and enterprise sales teams to align on goals and drive results.

Leadership & Growth Potential:

- Comfortable working as a player-coach, with the ambition and ability to build a scalable global channel sales team over time.
- Proven ability to operate effectively in fast-paced, high-growth environments, balancing strategic thinking with tactical execution.

Education & Tools:

- Bachelor’s degree required; advanced degree preferred.
- Proficiency in CRM and partner management tools, including Salesforce, and familiarity with tools like Jira and Confluence is a plus.

**WHAT’S IN IT FOR YOU**:
This is a unique opportunity to play a pivotal role in scaling a partner-driven sales model within the Atlassian ecosystem, leveraging partnerships with AWS, Azure, and global systems integrators like Accenture, PwC, EY, and Capgemini. With immediate focus on US and EMEA partners, and growth opportunities into APAC, you’ll help shape the future of our channel strategy while driving measurable impact in a high-growth, collaborative environment.
- Working in a team of dedicated professionals
- Ability to contribute to new products which will be used by thousands of people around the world
- Remote first work environment
- Unlimited vacation in most of our locations
- Great benefits plan including health,