The posting
Working at Atlassian
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Atlassian is looking for a Senior Manager to lead the Solutions Engineering (SE) team within some of our Strategic market segments across EMEA. You will manage a partial EMEA remit.
This leader will be vital in shaping a rapidly growing team and a critical function within the Atlassian sales team. Atlassian's Solutions Engineering team partners with our direct and channel sales teams to deliver technical expertise throughout the sales cycle and assist in qualifying and closing high-value strategic opportunities, while shaping customers' solutions-purchasing decisions across the full Atlassian suite of products. The ideal candidate will possess a unique blend of technical expertise, strategic thinking, and leadership skills.
As the Senior Manager of the Americas Strategic organization, you will focus on building credibility and trust with the technical leaders in our customers & prospects by developing cross-functional strategies and solutions. Our team brings technical expertise, real-world experience, strong executive engagement skills, and an inspirational mindset to help our customers understand the opportunities of Atlassian's “System of Work” Platform. We act as technical leaders, assisting customers to solve their most complex business challenges through the value they realize from Atlassian solutions. We do this by leveraging best practices and industry standards to build customer trust, align with outcomes, and architect best-in-class solutions.
Leadership & Team Development:
- Lead, mentor, and inspire a growing team of Solutions Engineers, fostering a culture of excellence, innovation, and continuous learning in an AI-first sales environment.
- Develop and implement training programs that enhance the team's technical depth, AI fluency, and consultative sales skills — with a focus on delivering live value demonstrations over traditional presentations.
- Build and optimize scalable processes that support rapid growth, including structured DRI (Directly Responsible Individual) models that protect contributor focus and maximize field impact.
- Provide thought leadership across Atlassian business units and stakeholders, helping shape the go-to-market model for the Strategic and enterprise market segments.
- Continue building team domain disciplines across AI and Intelligent Automation, cloud Migration, IT Service Management, enterprise Agile, DevOps, and Work Management — with particular emphasis on positioning Atlassian's AI capabilities in complex accounts.
- Establish performance metrics and conduct regular evaluations, connecting individual excellence to team-level outcomes and measurable business impact.
Strategic Planning & Execution:
- Collaborate with senior leadership to define and execute a Solutions Engineering strategy aligned to the Strategic segment, with clear input into annual and quarterly planning cycles.
- Define and operationalize "Metrics that Matter" to manage the business effectively — including AI-assisted deal velocity, SE influence on win rate, and POC-to-close conversion rates.
- Champion field-led feedback loops as a strategic input to product and GTM prioritization, ensuring SE insights are systematically surfaced to Product and Marketing teams.
- Identify and prioritize key market opportunities, with emphasis on cloud platform consolidation, AI adoption, and enterprise-wide Atlassian deployments.
- Ensure proper alignment of SE resources across regions, account tiers, and solution domains — balancing reactive deal support with proactive pipeline-building activity.
Customer Engagement & Solution Design:
- Lead high-impact sales pursuits across the Americas, engaging Executive Architects, Directors, VPs, and C-suite stakeholders throughout the full customer lifecycle.
- Provide technical leadership during discovery, solution design, executive briefings, demonstrations, and POC engagements — with an emphasis on co-creating outcomes with the customer.
- Drive AI-led demo and value engineering capabilities within the team, enabling SEs to deliver personalized, data-driven presentations that resonate with executive buyers.
- Partner with Marketing to design effective pipeline generation activities in the Strategic segment, including account-based plays and new routes to market.
- Leverage customer success stories and Voice of Customer (VOC) insights as proof points in active sales motions, connecting real-world outcomes to prospect priorities.
- Demonstrate strong executive alignment with key Partner and Channel resources, building joint engagement models for strategic accounts.
Cross-Functional Collaboration:
- Serve as the primary liaison between Solutions Engineering and Product, Marketing, R&D, and Sales Enablement — translating field signals into actionable product and roadmap input.
- Maintain a rigorous and structured feedback loop with Product teams, delivering prioritized field perspectives on roadmap investment through a repeatable, DRI-accountable model.
- Partner with Sales Enablement to evolve SE-specific training, certification paths, and role readiness frameworks that keep pace with a rapidly changing product and competitive landscape.
- Drive the creation of high-quality technical collateral — including whitepapers, solution briefs, AI use case narratives, and customer case studies — in partnership with Product Marketing.
- Collaborate on event strategy and content programming to amplify SE expertise and customer success narratives at scale, including flagship events and customer summits.
Market & Industry Expertise:
- Stay current on industry trends, competitive dynamics, and emerging technologies — with particular depth in enterprise AI platforms, ITSM modernization, and agile-at-scale transformations.
- Understand and navigate regional market nuances across the global customer base, including cultural and organizational decision-making differences that influence enterprise buying behavior.
- Represent Atlassian at industry conferences, customer events, and advisory forums — contributing thought leadership on AI adoption, team productivity, and enterprise transformation.
- Develop and maintain strong relationships with key industry analysts, partners, and customer stakeholders to build Atlassian's strategic presence in the market.
The SE team's expertise is critical to developing solution-based opportunities in our high-growth business and shaping the enablement and go-to-market perspective around those solutions. You will partner with a diverse set of stakeholders — direct sales, channel sales, field marketing, product marketing, and sales enablement — to define and drive areas of joint execution. Given the broad demand for your team's time and expertise, you will need to negotiate prioritization to ensure SE involvement is deployed where it creates the greatest business impact.
The candidate must have at least six years of experience managing a presales team and experience with strategic-segment customers. They should be familiar with AI and understand how customers use it today.
Benefits & Perks
Atlassian offers a wide range of perks and benefits designed to support you, your family, and your engagement with your local community. Our offerings include health and well-being resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits.
About Atlassian
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. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassian's create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. All your information will be kept confidential in accordance with EEO guidelines.
To provide you with the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation.
To learn more about our culture and hiring process, visit go.atlassian.com/crh.
In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.
