Principal Solutions Engineer, Strategic

Atlassian develops collaboration software designed to unleash the potential of every team. The Principal Sales Solutions Engineer, Strategic partners with enterprise sales teams and customers to solve complex business problems, demonstrate Atlassian products and solutions, and support strategic deals. The role focuses on executive-level relationship building, value-based selling, technical guidance, and cross-functional collaboration throughout the sales cycle.

Responsibilities:

• Partner with sales teams, partners and larger account teams on transformation deals in large, global accounts with multi-million dollar spend thresholds
• Engage and build relationships with customers at the C-level and other executive levels, driving to long-standing relationships across the organization
• Participate in customer discovery to understand the customer's current state, what business problems they want to solve, and map back to the Atlassian products, platforms and solutions that will get them where they want to be
• Probe for and identify additional opportunities for cross-product/solution expansion
• Investigate, discover, and assess client pain points
• Be a product expert of Atlassian software in the pre-sales process, articulating and showing the customer the value of the software and how it can change their way of working
• Have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together to unlock the power of teams
• Lead compelling value-based demonstrations, both standard and customized
• Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer on Atlassian being the right decision
• Proactively forge strong partnerships with your aligned strategic account executives, regularly discussing pipeline, current and upcoming opportunities and needs, bi-directional feedback, and ways to improve the selling cycle together
• Help lead cross-functional teams to best support the customer and march toward the same goals
• Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management
• Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Atlassian products progress

Requirements:

• 8+ years of experience interacting with Fortune 100 customers in a pre-sales capacity
• excellent communication
• strong presentation skills to multi-level senior audiences
• heavy experience with the C-suite
• unmatched agility to do what it takes to get the job done and rally the internal teams to do the same
• You're a creative problem solver who can interpret complex business problems, boil them down into solutions, and collaborate with prospects, partners, and the Atlassian sales team to deliver compelling value-based solutions
• You're equally comfortable in both a business and technical context, interacting with executives or talking shop with strong technical audiences
• You love to learn and continuously grow and challenge yourself, are open to giving and receiving feedback, tolerate failure, love to win, hate to lose, and are passionate about making customers and Atlassian successful