Account Executive, Enterprise (India)

Overview

At Atlassian, we are on a mission to unleash the potential of every team by revolutionising the software development industry, helping teams around the world like the Williams Racing, Nasa, Nike, Pixar and Tesla to advance humanity through the power of software & collaboration. We have built a multi-billion-dollar, fast-growing software business with over 300,000 paying customers, hundreds of implementation partners, and millions of users around the globe. Our culture is open, welcoming, collaborative, and passionately focused on our customers’ success.

As an Enterprise Account Executive your role will be to build and implement an effective territory strategy to drive the growth and adoption of Atlassian’s portfolio of solutions and services with our largest enterprise customers. At the same time, we want you to be a champion for our customers, advocating for what they need and uncovering additional value we can add to their organisation. Working across a territory of many of Atlassian’s largest existing customers across India, you’ll work in tight coordination with our Channel Partners, Product Specialists, and our internal Marketing organisation to position value, elevating the relationship we have already built with our enterprise customers.

Our Enterprise Account Executives are consultative, solution orientated and creative. They are able to think strategically and effectively prioritise resources to meet the needs of our customers.

Responsibilities

• Develop and implement Territory and named Account plans geared at maximising expansion opportunities across a wide portfolio of Atlassian products.
• Maintain full Account ownership while coordinating with a variety of account team stakeholders (e.g Solution Engineering, Sales Development & Customer Success) to ensure a seamless customer experience.
• Work closely with colleagues in the internal Atlassian Channel team as well as our extensive network of external Partners to build and execute on effective sales strategies for your designated territory of named Accounts. Outstanding accomplishments are the result of great teamwork, and success at the enterprise level “takes a community”.
• Strong interlock and engagement with our customer dedicated Technical Account Managers to understand technical initiatives and help drive business outcomes for our customers.
• Engage customers with regular 1:1 meetings, executive engagements, roundtables and participation at larger Atlassian and Partner led events across the India region.
• Ensure customers are fully educated on the value of Atlassian’s Cloud-based “System of Work” including our AI, Scaled Agile, Enterprise Service Management, Work Management & DevOps solutions.
• Regularly exceed quotas and performance metrics from scaling engagements across your territory.
• “Be the change you seek” and demonstrate open collaboration while helping Atlassian to continuously improve our ability to better serve our customers.

Minimum Required Experience:

• Experience managing Enterprise customers across an India focused territory.
• 15 or more years of sales experience in a business-to-business SaaS or consumption based pricing sales environment.
• Experience managing key customer relationships and closing strategic sales opportunities.
• Extensive experience utilising 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.
• Proven ability to proactively engage customers with a consultative, solution-orientated approach to uncover new opportunities and ways to add value.
• Consistent track record of meeting or exceeding performance targets.
• Can contribute to the overall team culture in a positive and impactful way.

Additional Experience:

• Experience selling SaaS to Dev/IT audiences
• Solution selling to VP and C-level Executives
• Experience working alongside a Channel sales organisation
• Familiarity with Atlassian's suite of products
• Experience with both on-premise and cloud software solutions
• Experience supporting customers with cloud migrations