Enterprise Solutions Advocate, ITSM / ESM - East

Working at Atlassian
Atlassian can hire people in any country where we have a legal entity. Assuming you have eligible working rights and a sufficient time zone overlap with your team, you can choose to work remotely or return to an office as they reopen (unless it's necessary for your role to be performed in the office). Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
Your future team
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.
Our Enterprise Solution Sales team is a specialist organization that collaborates closely with our Core Solution sellers to build and implement a successful sales strategy for Jira Service Management (JSM). They drive adoption of select products and services to our largest customers. At the same time, we want the Enterprise Solution Advocate to be an advocate for our customers, providing feedback to our product and engineering teams and helping us optimize our customer experience. They overlay on against several Core territories comprised of named accounts and a geographic region, frequently working arm-in-arm with our own Account Managers, JSM Solution Engineers, JSM Specialized Channel Partners, Product and Marketing organization. You'll report directly into our Head of Enterprise Solutions Sales - East.
Rated as a Leader by both Gartner and Forrester, our ITSM / ESM solution is one of the fastest growing product areas within the company. This is simply one of the most exciting and impactful strategic selling opportunity anywhere. Do we have your attention yet?
Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
Zone A: $165,900 - $221,200
Zone B: $149,300 - $199,100
Zone C: $137,700 - $183,600
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
What You'll Do

• Define and implement a clear vision for your territory and plan/communicate on funnel/account/territory status, resource requirements, challenges, and successes.
• Collaborate closely with Core Account Managers and Business Development Reps to identify and and land or grow JSM opportunities in the accounts and territories you support.
• Team and partner closely with the JSM Solution Engineering teams and our partner organizations to deliver world-class ITSM / ESM solutions for our customers.
• Negotiate commercial terms and contracts for Jira Service Management.
• Understand, present and deliver the value of JSM versus competition.
• Champion teamwork to partner closely with other parts of the Atlassian's Go-To-Market organization on ensuring customers are fully educated on the benefits of Jira Service Management.
• Work in concert with Atlassian's Partner Managers, and directly with our vast Partner community to succeed in a co-sell motion.
• Regularly leverage leading tools and technology - Salesforce, G-Suite, Slack, Zoom, etc - to work collaboratively both virtually and on-site with your customers.
• "Be the change you seek" and demonstrate unselfish leadership while helping Atlassian to continuously improve our ability to better serve our marketplace.
• And never, ever F@%# the customer!

Your background

• Substantial experience working in a strategic sales environment and exceeding your sales-plan goals.
• A minimum enterprise selling experience of 7+ years working in field sales for software companies in the areas of IT Service Management, Workflow and Automation, Digital Transformation, agile PPM, AIOps or other enterprise solutions.
• A history of working effectively in multi-channel, multi-product firms where internal/external bridge-building and partnering is essential.
• Superb experience positioning and selling value and calculating ROI.
• Mastery of executive-level communication
• A history of working with technology evaluation and procurement teams.
• Compassion, hunger and a big EQ.
• A versatile mindset and strive to be the very best. Leave your ego at the door!
• A Customer-First approach. You aren't satisfied until our customers are enthusiastic references.