Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.

In the role of Senior Solutions Engineer focusing on ITSM, you will help Atlassian disrupt the Service Management market space. Your pre-sales consulting experience plays a crucial role in uncovering customer business needs by assisting them to qualify and adopt Jira Service Management for their service management solution needs. Your discovery-driven consultative approach helps unlock customer challenges and champion new ways of working that guide teams toward adopting improved support practices. This role also demonstrates thought leadership to frame customers' strategic direction, propelling them past their hurdles, unlocking additional value for the enterprise, and focusing on valuable outcomes. Through a partnership with other Atlassian Team members, you will utilize your knowledge and experience in the area of Pre-Sales & IT Service Management to deliver value through prescriptive insights and methodologies. You will help our strongest promoters showcase their success to their peers and serve as the tip of the spear in growing the reach of our technologies for new service management use cases and markets.

If you're a top-performing enterprise Solutions Engineer who is customer-obsessed and understands the role service management plays in making a business successful, this may be your dream job.

Key responsibilities include:

• In collaboration with the Atlassian enterprise sales team, you are responsible for leading customer technical sales engagements. From discovering to assessing client requirements and pain points, your expertise plays a crucial role in mapping client business and technical requirements to Atlassian capabilities.

• Develop, configure and deliver deeply compelling demos and presentations to customers and prospects, clearly communicating the value and differentiation of Atlassian while showing how we unlock latent business value and better ways of working for teams.   

• Contribute to Atlassian's thought leadership, including representing Atlassian at conferences, partner training, and contributing to the Community of knowledge such as white papers, analyst briefings or blog posts.

• Supporting channel partners through various stages of the pre-sales process by providing technical expertise and thought leadership that helps partners effectively reach new customers with Atlassian solutions.

Over View

Working at Atlassian

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. Interviews are conducted virtually, a part of being a distributed-first company. A part of onboarding activities may be conducted in person at our office.

To help our teams work together effectively, this role requires you to be located in Japan.

At Atlassian, we are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, fast-growing software business with over 300,000 paying customers, hundreds of sales and implementation partners, and millions of users around the globe. Our culture is open, welcoming, collaborative, and passionately focused on our customers' success.

As an SMB Scaled Sales Associate (SSA) at Atlassian, your role encompasses a wide array of tasks. These include customer discovery, opportunity qualification, deal shaping, quoting, terms structuring, preliminary financial analysis, contract management, booking, and more.

Primarily conducted through digital channels like web meetings or emails, your focus is on serving small and medium-sized businesses (SMBs) in Japan. The SMB sector might not have a deep understanding of Atlassian and its products. Therefore, the Scaled Sales Associate (SSA) plays a crucial role in identifying important clients to drive revenue growth and nurturing customer relationships to facilitate business deals. These tasks are conducted in tight collaboration with our team of product experts and marketing professionals.

Responsibilities

What you'll do

• Handling Atlassian’s core cloud products, clearly communicating the company's mission and the value each solution offers to customers.

• Achieve the quarterly set sales target amount.

• Drive the outbound strategy to pinpoint potential future clients and present the value propositions that Atlassian can offer in a customized format aligned with the customer's journey stage. This involves nurturing leads generated by the marketing department's Demand Generation efforts, strengthening customer interest, and converting them into actionable opportunities.

• In the designated territory, engage with numerous customers mainly through web conferences, emails, and other communication channels. Address customer inquiries, gather potential challenges in their business operations, identify areas where Atlassian solutions can be applied, and discover business opportunities.

• Collaborate with the Product Advocate (Pre-Sales Engineer) to address any technical questions or inquiries prior to completing a purchase.

• Using SFDC, efficiently managing meeting logs, adding and advancing opportunities, and managing until closing.

• Collaborating with Product Advocate, develop and deliver door-knocking content for exploring the New Logo.

GCC Strategic Enterprise Account Executive, India - remote role (Must be based in Mumbai)

The Strategic Enterprise Account Executive  is a grade 8.

Responsibilities

• Strategic Enterprise Account Executive will report to an Area Sales Manager or Regional Director.
• Support GitLab for our strategic and large prospects within our Global Capability Centres (GCC's) customers.
• Contribute to root cause analysis on wins/losses.
  • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team.
• Take ownership of your book of business
  • document the buying criteria
  • document the buying process
  • document next steps and owners
  • ensure pipeline accuracy based on evidence and not hope
• Contribute to documenting improvements in our sales handbook.
• Provide account leadership and direction in the pre- and post-sales process
• Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
• Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales engineering and support resources
• Be the voice of the customer by contributing product ideas to our public issue tracker
• Travel as necessary to accounts in order to develop relationships and close large opportunities
• Generate qualified leads and develop new customers in conjunction with our strategic channel partners in exceeding quota.
• Expand knowledge of industry as well as the competitive posture of the company
• Prepare activity and forecast reports as requested
• Update and maintain Sales’ database as appropriate
• Assist sales management in conveying customer needs to product managers, and technical support staff
• Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
• Respond to RFP's and follow up with prospects.
• Develop an account plan to sell to customers based on their business needs.
• Build and strengthen the business relationship with current accounts and new prospects.
• Recommend marketing strategies.

Requirements

• A true desire to see customers benefit from the investment they make with you
• Able to provide high degree of major account management and control
• Work under minimal supervision on complex projects
• Proven success with B2B software sales
• Experience selling into large organizations
• Interest in GitLab, and open source software
• Ability to leverage established relationships and proven sales techniques for success
• Effective communicator (written/verbal), strong interpersonal skills
• Motivated, driven and results oriented
• Excellent negotiation, presentation and closing skills
• Preferred experience with Git, Software Development Tools, Application Lifecycle Management
• You share our values, and work in accordance with those values.
• Ability to use GitLab
• Ability to travel if needed and comply with the company’s travel policy

The confidence gap exists. The above list is intended to show the kinds of experience and qualities we're looking for. If you're reading this, do not match all of the requirements, and are hesitant to apply, we encourage you to make an application despite your hesitations.

Performance Indicators

As with all roles in the Sales Department the Strategic Enterprise Account Executive participates in the Sales KPIs.

#LI-YP1

Remote-Asia

This role is remote and candidates must be in Japan and must be a Citizen or a Permanent Resident.

The Senior Solutions Architect / Senior Solutions Engineer are the trusted advisors to GitLab prospects and clients, showing how the GitLab solutions address client business requirements. Senior Solutions Architect / Senior Solutions Engineer's are responsible for driving and managing the technology evaluation and validation stages of the sales process. Senior Solutions Architects are the product advocates for GitLab’s Enterprise Edition. They focus on the technical solution while also understanding the business outcomes the customer is trying to achieve.

The Senior Solutions Architect helps drive value and change with software development for one of the fastest-growing platforms. By applying solution selling and architecture experience from planning to monitoring, the Senior Solutions Architect supports and enables successful adoption of the GitLab platform. Senior Solutions Architects work with GitLab's top enterprise customers. Senior Solutions Architects work collaboratively with Sales, Engineering, Product Management, and Marketing organizations.

This role provides technical guidance and support throughout the entire sales cycle. Solution Architects can help shape and execute a strategy to build mindshare and broad use of the GitLab platform with customers by becoming the trusted advisor. The ideal candidate must be self-motivated with a proven track record in software/technology sales or consulting. Proficiency in connecting technology solutions to measurable business value is critical to a Senior Solutions Architect. Candidates should also have a demonstrated skill to think strategically about business, products, and technical problems.

Our Field SA’s also engage proactively with existing GitLab customer to provide thought-leadership, engage in innovative solutions, collaborate around evangalism activities around unique customer requirements (i.e. meetups and presentations) and continously seek market feedback to improve the GitLab platform.

To learn more, see the Solutions Architect handbook

Responsibilities

• Engage with customers, both onsite and remote, in a technical consultancy and advisor role during the pre-sales process while providing technical assistance and solution guidance.
• In partnership with the sales team, formulate and execute a sales strategy to exceed revenue targets through the adoption of GitLab.
• With comprehensive knowledge of the GitLab platform and associated technologies, educate customers of all sizes on the value proposition of GitLab while participating in discussions throughout the organization to ensure successful GitLab deployment.
• Guide technical evaluations via POC/POV ownership, RFP/audit support, and workshop design.
• Build deep relationships with people within customer environments to enable them to be GitLab advocates.
• Serve as the customer advocate to other GitLab teams, including Product Development, Sales, and Marketing.
• Continuously improve your professional skills with a focus on personal mastery and team learning through activities such as training, reading and seeking mentorship from others.
• Maintain specialty competency in one or more technologies related to GitLab's market focus through activities such as training, certification and creation of working examples for reuse internally and by customers and partners.
• Solve technical customer issues of broad scope and high complexity.
• Provide mentorship for Solution Architecture team members and remain a current contributor to team-learning initiatives and activities.
• Work cross-departmentally to find solutions to complex scenarios and integration issues.
• Propose improvements and innovation for customer calls and product demonstrations based on current market trends.
• Maintain in-depth knowledge of the entire GitLab application.
• Represent GitLab as a speaker at field events or as an author in GitLab-focused publications and blogs.
• Provide opportunity strategy leveraging market and industry knowledge and trends.
• Collaborate with the product team while representing customer requirements and feedback.
• Create Customer Strategy Roadmaps with customers
• Regularly enhances GitLab documentation for clarity and accuracy as well as adding new explanations, examples and sections.
• Share subject matter expertise through Slack posts, documentation updates, communities of practice, issue and MR participation and other common GitLab collaboration mechanisms.
• Coach sales team-members on deal qualification when necessary.
• Assists with specific objectives and key result associated tasks
• Leading Value Stream Assessments with your accounts or another team member’s, while the team member shadows
• Willingness to travel

Requirements

• Must be based in Japan and Citizen or PR Holder
• Technical presentation and communication skills
• Experience with technical pre-sales or as a professional in the field of information technology
• Knowledge of the end-to-end software development lifecycle
• Understanding of continuous integration and continuous deployment
• Experience with modern software development or operations and their associated technologies
• Experience with cloud computing and related technologies and practices
• B.Sc. in Computer Science or equivalent experience
• Successful completion of a background check
• Ability to use GitLab is advantageous

Hiring Process

• Candidates can expect the hiring process to follow the order below. Please keep in mind that candidates can be declined from the position at any stage of the process. To learn more about someone who may be conducting the interview, find their job title on our team page.
• Selected candidates will be invited to schedule a screening call with our Global Recruiters.
• Next, candidates will be invited to schedule a first interview with the SA team Manager.
• Candidates may be invited to schedule an interview with a Solutions Architect peer or other SA team Manager.
• Then, candidates will be required to deliver a demo of GitLab to a panel of Customer Success attendees using the Demo Guide.
• Candidates may be invited to additional interviews.
• Successful candidates will be made an offer after references are verified

Senior Strategic Account Director (Strategic Account Leader) is a grade 8.

This role is 100% remote and candidates must be based in Japan.

• Responsibilities

  • Supports GitLab’s strategic large prospects, Electronics customers.
  • Provide account leadership and direction in the pre- and post-sales process
  • Conduct sales activities including prospecting and developing opportunities in large/strategic accounts
  • Ensure the successful rollout and adoption of GitLab products through strong account management activities and coordination with pre-and-post sales and support resources
  • Be the voice of the customer by contributing product ideas to our public issue tracker
  • Generate qualified leads and develop new customers in conjunction with our strategic channel partners .
  • Expand knowledge of industry as well as the competitive posture of the company
  • Prepare activity and forecast reports
  • Contribute to root cause analysis on wins/losses.
  • Communicate lessons learned to the team, including account managers, the marketing team, and the technical team
  • Assist sales management in conveying customer needs to product managers, and technical support staff
  • Utilize a consultative approach, discuss business issues with prospect and develop a formal quote, a written sales proposal or a formal sales presentation addressing their business needs.
  • Develop an account plan to sell to customers based on their business needs.
  • Collaborate with Marketing on marketing strategies.

  Requirements

  • A true desire to see customers benefit from the investment they make with you
  • Able to provide high degree of account management and control
  • Work under minimal supervision on complex projects
  • Experience selling into large organizations
  • Ability to leverage established relationships and proven sales techniques for success
  • Excellent negotiation, presentation and closing skills
  • Preferred experience with Git, Software Development Tools, Application Lifecycle Management
  • You share our values, and work in accordance with those values.
  • Ability to use GitLab
  • Ability to travel if needed and comply with the company’s travel policy

#LI-YP1

The confidence gap exists. The above list is intended to show the kinds of experience and qualities we're looking for. If you're reading this, do not match all of the requirements, and are hesitant to apply, we encourage you to make an application despite your hesitations.