Principal Solutions Engineer

Overview of the Principal Solutions Engineer Role at Atlassian

Working at Atlassian offers unparalleled flexibility, as Atlassians can choose to work from an office, from home, or a combination of both, providing greater control over personal and family priorities. Atlassian is looking to hire a Pre-Sales Solutions Engineer for its enterprise business. This role is ideal for someone passionate about being a product expert in the sales cycle, adept at solving complex business problems for enterprise customers using Atlassian products and solutions, and instrumental in closing significant enterprise deals.

Your Future Team

Atlassian serves over 250,000 customers globally, including industry leaders like NASA, IBM, Hubspot, Samsung, and Coca-Cola, empowering them to advance humanity through innovative software. The team focuses on value selling, demonstrating how Atlassian products form comprehensive enterprise solutions that transform business outcomes. Operating with a 'play as a team' value, the culture emphasizes mutual support, shared successes, and continuous knowledge exchange. Employees truly work with Atlassian, not just for it.

This team enjoys high earnings potential due to the vast enterprise white space opportunity, selling impactful products at the forefront of cloud and artificial intelligence utilization.

Key Responsibilities of a Principal Solutions Engineer

• Partner with sales teams, partners, and larger account teams on transformative deals within large, global accounts with multi-million dollar spend thresholds.
• Engage with and build strong, long-standing relationships with customers at the C-level and other executive levels across organizations.
• Participate in customer discovery processes to understand their current state, identify business problems, and map these to relevant Atlassian products, platforms, and solutions.
• Probe for and identify additional opportunities for cross-product and solution expansion.
• Investigate, discover, and assess client pain points comprehensively.
• Serve as a product expert for Atlassian software in the pre-sales process, articulating and demonstrating the value and transformative potential of the software.
• Possess a broad understanding of the full Atlassian product and solution offerings, crafting compelling narratives about their combined power to unlock team potential.
• Lead engaging value-based demonstrations, both standard and customized to client needs.
• Understand, lead, and guide the customer's technical requirements throughout the sales process to secure their buy-in on Atlassian solutions.
• Proactively forge strong partnerships with aligned strategic account executives, discussing pipeline, opportunities, feedback, and sales cycle improvements.
• Help lead cross-functional teams to provide optimal customer support and achieve shared goals.
• Understand, track, and document product feedback and competitive intelligence from customers, advocating for internal development by sharing insights with product management.
• Continuously learn, develop, and refine pre-sales skills, product/solution/platform knowledge, and sales processes as Atlassian products evolve.

Qualifications for a Principal Solutions Engineer

Candidates should possess 8+ years of experience interacting with Fortune 100 customers in a pre-sales capacity, demonstrating excellent communication and strong presentation skills to multi-level senior audiences, with significant experience engaging the C-suite. A high degree of agility and a 'get-it-done' attitude are essential, as is the ability to rally internal teams. This role is not for those seeking to be a 'cog in the system'.

You must be a creative problem solver capable of interpreting complex business problems, distilling them into clear solutions, and collaborating effectively with prospects, partners, and the Atlassian sales team to deliver compelling value-based solutions. Comfort in both business and technical contexts, from executive interactions to deep technical discussions, is crucial. The ideal candidate is a continuous learner, open to feedback, resilient to failure, driven to win, and passionate about customer and Atlassian success.

Compensation & Benefits

Atlassian is committed to equitable, explainable, and competitive compensation. Base pay ranges for new hires in the United States are structured across three geographic pay zones:

• Zone A: USD 190,800 - USD 249,100
• Zone B: USD 171,900 - USD 224,425
• Zone C: USD 158,400 - USD 206,800

This role may also include eligibility for benefits, bonuses, commissions, and equity. Further details on pay zones and benefits can be found on the Atlassian website.

About Atlassian

Atlassian's mission is to unleash the potential of every team. Their software products facilitate collaboration globally, making seemingly impossible tasks achievable together. Atlassian values the unique contributions of all employees and fosters an inclusive culture that incorporates diverse perspectives and experiences. They are committed to non-discrimination and provide accommodations or adjustments during the recruitment process as needed.

Key skills/competency

• Pre-sales Engineering
• Enterprise Sales
• Solution Architecture
• Customer Engagement
• C-level Presentations
• Value Selling
• Product Expertise
• Cloud Solutions
• Artificial Intelligence
• Strategic Partnerships