Senior Solutions Engineer, Enterprise

Overview

Atlassian offers flexibility in where employees work – whether in an office, from home, or a combination. As a distributed-first company, interviews and onboarding are conducted virtually, and we can hire people in any country where we have a legal entity.

We are seeking a Pre-Sales Solutions Engineer for our enterprise business. This role is ideal for someone passionate about being a product expert in the sales cycle, solving the hardest business problems for our enterprise customers with Atlassian products and solutions, and contributing to the closure of enterprise deals.

Your Future Team

With over 250,000 customers globally, Atlassian empowers organizations like NASA, IBM, Hubspot, Samsung, and Coca-Cola to advance humanity through powerful software that unlocks team potential. Our team focuses on value selling, helping customers understand how our products combine to create transformative enterprise solutions. We operate with a 'play as a team' value, supporting each other and celebrating collective wins. Our employees work with Atlassian, not for Atlassian.

This team offers high earnings potential within the vast enterprise market, selling impactful cloud and AI-driven products.

Responsibilities

• Partner with account teams and channel partners managing Fortune 500 customer accounts, tracking customer profiles, business complexities, roadmaps, and solution success to optimize customer engagement within your territory.
• Participate in customer discovery to understand their current state, identify business problems, and map these to relevant Atlassian products, platforms, and solutions.
• Proactively identify and probe for additional opportunities for cross-product and solution expansion.
• Investigate, discover, and assess client pain points to propose targeted solutions.
• Act as a product expert for Atlassian software in the pre-sales process, articulating and demonstrating the value of the software and its potential to transform customer workflows.
• Maintain a broad understanding of the full Atlassian product and solution offerings, crafting compelling narratives about their synergy to unleash team power.
• Lead engaging value-based demonstrations, both standard and customized, adapting to various stakeholder needs from deep individual product dives to presenting the overarching portfolio vision.
• Understand, lead, and guide the customer's technical requirements during the sales process to secure buy-in for Atlassian as the optimal solution.
• Forge strong partnerships with aligned account executives, regularly discussing pipeline, current and upcoming opportunities, sharing bi-directional feedback, and collaboratively enhancing the selling cycle.
• Document and share product feedback and competitive intelligence from customers internally to advocate for product development with product management.
• Continuously learn, develop, and refine your pre-sales skills, product/solution/platform knowledge, and sales processes as Atlassian products evolve.

Qualifications

Your Background:

We are looking for a dynamic, proactive team member eager to learn from and contribute to our passionate and growing organization.

• 5+ years of experience interacting with enterprise customers in a pre-sales capacity, demonstrating excellent communication, strong presentation skills for multi-level audiences, and exceptional agility to achieve objectives.
• A creative problem solver adept at interpreting complex business problems, simplifying them into solutions, and collaborating with prospects, partners, and the Atlassian sales team to deliver compelling value-based solutions.
• Equally comfortable in both business and technical contexts, capable of interacting with executives and engaging in detailed technical discussions with expert audiences.
• A continuous learner who enjoys challenging themselves, is open to feedback, tolerates failure, thrives on success, and is passionate about ensuring customer and Atlassian success.
• This role is not for those seeking to be 'a cog in the system'; it demands a customer-centric mindset, a proven track record in building executive relationships, and the ability to rally internal teams for cross-company collaboration to meet customer needs.

Key skills/competency

• Pre-sales Consulting
• Enterprise Sales
• Product Expertise
• Value Selling
• Customer Discovery
• Solution Architecture
• Technical Demonstrations
• Account Management
• Cloud Software
• AI Utilization