Senior Manager, Solutions Engineering, Mid-Market East

Atlassian is a company that empowers its employees with flexible work options and a focus on collaboration. They are seeking a Senior Solutions Engineering Manager to lead a team of Solutions Engineers, drive customer engagement, and contribute to strategic initiatives that enhance business value for their Mid-Market accounts.

Responsibilities:

• Directly manage and grow a team of SEs supporting Mid‑Market accounts
• Operate as a player–coach: staying close to deals and programs while building a scalable, outcome‑driven SE practice
• Partner with Sales, Value Management, Product, and Advisory teams to win complex, multi‑product deals and drive long‑term customer outcomes
• Shape how we engage customers in your segment/geo, and contribute to global SE strategy and best practices
• Hire, onboard, and develop a diverse team of high‑performing Solutions Engineers
• Set clear expectations and coach SEs on both attainment (quota / influenced revenue) and performance (quality of execution, behaviors)
• Build succession and growth plans; help SEs progress toward Principal SE or management tracks
• Foster a healthy, inclusive team culture aligned to Atlassian values; monitor and improve team health and engagement
• Align SE coverage and capacity to regional/segment revenue goals and territory plans
• Partner with AEs on account and opportunity strategy, ensuring SEs are engaged in the right deals at the right moments
• Ensure your team leads high‑quality technical discovery, solution design, demos, POV/POVs, and executive presentations
• Drive consistent use of value‑based selling and outcome‑oriented narratives (business cases, ROI, past value delivered, roadmap sessions)
• Act as an executive‑ready technical leader in key “tip‑of‑the‑spear” cycles when needed
• Own team operating rhythm: forecasting, deal reviews, account planning, coverage models, and inspection of SE impact metrics
• Use data (pipeline influence, win rates, expansion, product mix, cycle time, activity signals) to optimize how the team spends time
• Standardize and continuously improve core SE motions: discovery frameworks, demo patterns, POV templates, security plays, RFP/RFI responses, etc
• Partner with peer SE leaders to drive consistent execution globally while adapting to local market needs
• Partner tightly with: Sales leadership on segment strategy, territory design, and forecast health; Value Management / VMO on business value assessments and exec‑level ROI stories; Product, Marketing, and Advisory / Services on feedback loops, field readiness, and solution commercialization
• Represent the SE point of view in regional GTM planning, QBRs, and strategic initiatives (e.g., AI / Rovo plays, Guard / security motions, cloud migration)
• Lead or contribute to programs that scale beyond your own team, such as: Playbooks for your segment; Reusable demos and POV assets, or repeatable “plays” (health checks, strategy workshops, adoption programs); Process or tooling changes that improve SE productivity across the region or globally
• Actively share best practices, mentor other managers, and raise the bar for SE craft and management across the org

Requirements:

• Significant experience in presales / solutions engineering or a closely related technical customer‑facing role
• Proven track record as a people manager leading SE or technical consulting teams (typically 6–12+ ICs)
• Deep background in at least one of: Agile / DevOps, ITSM/ESM, enterprise work management, or adjacent solution domains
• Experience driving complex, multi‑stakeholder deals with Enterprise or Strategic customers
• Builds high‑performing, diverse teams; gives clear, actionable feedback
• Can articulate different development needs for early‑career vs senior/principal SEs
• Strong grasp of SaaS, cloud architectures, integrations, and security / compliance basics
• Able to challenge and support SEs on solution design, not just deal mechanics
• Comfortable in forecast, pipeline, and coverage discussions; understands how SE motions impact revenue and margin
• Thinks in systems: connects customer outcomes to Atlassian's System of Work, platform strategy, and product roadmap
• Demonstrated ability to introduce at least one team‑level improvement that materially changed productivity, quality, or consistency
• Strong command of CRM/process hygiene and data‑driven decision‑making
• Handles C‑level conversations with confidence; can translate between business, technical, and value narratives
• Clear written communicator; comfortable driving DACIs and cross‑team alignment