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Manager, Solution Engineering, Mid-Market

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Atlassian

3mo ago

  • Job
    Full-time
    Senior & Expert Level
  • Sales & Business Development
    IT & Cybersecurity

AI generated summary

  • You need experience leading a high-performing team, SaaS expertise, strong operational skills, technical engagement, and collaboration across functions, along with market understanding and relationship-building abilities.
  • You will lead and mentor a sales engineering team, optimize processes, engage with customers, drive market initiatives, align resources, and collaborate on solutions to meet business goals.

Requirements

  • Qualifications:
  • Experience building and leading a high-performing Solutions Engineering team.
  • Strong background in the technology industry, especially in SaaS & Cloud solutions.
  • Proven track record of operational effectiveness and building scalable processes.
  • Expertise in training and developing team members' professional selling skills.
  • Ability to engage with technical leaders at various levels within customer organizations.
  • Experience in managing complex sales cycles and engaging in high-impact sales pursuits.
  • Strong problem-solving skills and the ability to address technical issues during solution deployment.
  • Excellent collaboration skills with cross-functional teams including product management, marketing, and R&D.
  • Familiarity with industry trends, competitive landscape, and emerging technologies.
  • Understanding of local market nuances across a global customer base, including culture and business practices.
  • Ability to represent the company at industry conferences and develop relationships with key stakeholders.
  • Strong executive alignment skills with key resources across the Partner/Channel community.

Responsibilities

  • Lead, mentor, and inspire a growing team of sales engineers, fostering a culture of excellence, innovation, and continuous improvement.
  • Develop and implement training programs to enhance the team’s technical and professional sales skills.
  • Build & Optimize processes that support rapid growth and expansion across the team and the business.
  • Provide thought leadership and collaborate with internal Atlassiana business units and stakeholders, craft the model of the Strategic market segment.
  • Buildout scalable functions that best serve the needs of the business while providing adequate Solutions Engineering coverage to meet the needs of the business.
  • Continue to build out team domain disciplines in Cloud Migration, Service Management, Agile, DevOps, and Work Management solutions.
  • Establish performance metrics and conduct regular evaluations to ensure team members meet and exceed goals.
  • Collaborate with senior leadership to define and execute the sales engineering aligned with the Strategic market segment.
  • Operationalize “Metrics that Matter” to effectively manage the business and ensure the most effective utilization of SE resources.
  • Identify and prioritize key market opportunities, driving initiatives to capture new business and expand existing accounts.
  • Ensure proper alignment of resources and effective utilization of skill sets within assigned regions.
  • Align sales engineering activities with overall company goals and objectives.
  • Engage in high-impact sales pursuits across Europe. Interact at multiple levels within a customer account (Enterprise Architects, Domain Architects, Directors, VPs, and CXOs) and maintain these relationships throughout their customer journey.
  • Provide technical leadership during sales presentations, demonstrations, and proof-of-concept engagements.
  • Engage with marketing to align on effective pipeline generation activities in the Strategic market and create new routes to market to create a new prospecting pipeline funnel pipeline.
  • Ensure the seamless integration and deployment of solutions, addressing any technical issues that may arise.
  • Demonstrate strong executive alignment with key resources across the Partner/Channel community.
  • Work closely with product management, marketing, and R&D teams to ensure the development of solutions that align with market demands and customer feedback.
  • Serve as a liaison between sales engineering and other departments to communicate customer needs and market trends.
  • Maintain a rigorous feedback loop with the product teams and deliver a point of view on roadmap investment priorities.
  • Drive the creation of technical collateral, including whitepapers, case studies, and solution briefs.
  • Stay abreast of industry trends, competitive landscape, and emerging technologies to provide strategic insights and recommendations.
  • Understand the local market nuances across the Global customer base, including Culture, Business practices and preferences.
  • Represent the company at industry conferences, trade shows, and customer events, showcasing our solutions and thought leadership.
  • Develop and maintain strong relationships with key industry stakeholders and partners.

FAQs

What is the main focus of the Solutions Engineering Manager role at Atlassian?

The main focus of the Solutions Engineering Manager role is to lead the Solutions Engineering team within the Mid-Market segment across Europe, developing strategies to engage with customers, enhancing sales processes, and driving technical expertise in the sales cycle.

What qualifications are required for this position?

Candidates should possess a unique blend of technical expertise, strategic thinking, and leadership skills, along with experience in value creation of SaaS & Cloud solutions and operational effectiveness in a sales engineering capacity.

What are the key responsibilities of the Solutions Engineering Manager?

Key responsibilities include leading and mentoring the SE team, collaborating with senior leadership on strategic planning, engaging with customers for solution design, and working cross-functionally with product management, marketing, and R&D.

How does the Solutions Engineering team contribute to sales efforts?

The Solutions Engineering team contributes by bringing technical expertise to the sales cycle, qualifying, and closing strategic opportunities, and helping customers solve complex business challenges using Atlassian solutions.

What types of training programs will be developed for the team?

The training programs will enhance the team’s technical and professional sales skills, focusing on building credibility and trust with mid-market customers through effective engagement strategies.

Is travel required for this position?

The job may require travel to engage with customers and participate in industry events across Europe, but specific travel requirements would be outlined during the recruitment process.

What types of collaborations will the Solutions Engineering Manager engage in?

The Solutions Engineering Manager will collaborate closely with sales, product, marketing, and partner teams to develop comprehensive technical solutions and ensure alignment with market demands.

What is Atlassian's stance on diversity and inclusion?

Atlassian is committed to diversity and inclusion, ensuring that they do not discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or any other status, and believe that unique contributions foster success.

Are there opportunities for professional development within this role?

Yes, there are opportunities for professional development through mentoring, training programs, and a culture that encourages continuous improvement and innovation within the team.

What benefits does Atlassian offer to its employees?

Atlassian offers a variety of benefits including health coverage, paid volunteer days, wellness resources, and additional perks to support employees and their families.

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Atlassian

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