Principal Solutions Engineer, Strategic

Atlassians can choose where they work – whether in an office, from home, or a combination of the two. We can hire people in any country where we have a legal entity.

About the role

Atlassian is looking for a Principal Sales Solutions Engineer, Strategic for our enterprise business. You’ll be a product expert in the sales cycle, solving enterprise customers’ hardest business problems with our products and solutions, and helping close enterprise deals.

With over 250,000 customers worldwide—including NASA, IBM, HubSpot, Samsung, and Coca-Cola—Atlassian helps organizations advance humanity through software that unleashes the potential of every team. We focus on value selling, helping customers understand how our products combine to create enterprise solutions that transform business outcomes. Our team operates with a “play as a team” mindset: we support each other, celebrate wins together, and share knowledge. Employees work with Atlassian, not for Atlassian.

The Solutions Engineering team includes professionals with backgrounds in pre-sales, consulting, and engineering. We partner with the Enterprise Sales Team and Channel Partners to understand customer needs, strategize on sales cycles, deliver value-based demonstrations, and support Proofs of Value to help customers unleash their teams’ potential.

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 long-standing relationships across the organization.
• Participate in customer discovery to understand the customer’s current state, identify business problems they want to solve, and map those to Atlassian products, platforms, and solutions.
• 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 demonstrating the value of the software and how it can change the customer’s way of working.
• Develop a broad understanding of the full Atlassian product and solution offerings and craft compelling stories 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 for Atlassian as the right decision.
• Proactively forge strong partnerships with aligned strategic account executives, regularly discussing pipeline, current and upcoming opportunities, bi-directional feedback, and ways to improve the selling cycle together.
• Help lead cross-functional teams to best support the customer and march toward shared goals.
• Understand, track, and document product feedback and competitive intelligence from customers, and advocate internally by sharing with product management.
• Continuously learn, develop, and refine your pre-sales, product, solution, and platform knowledge as Atlassian products evolve.

Requirements

• 8+ years of experience interacting with Fortune 100 customers in a pre-sales capacity.
• Excellent communication and strong presentation skills for multi-level senior audiences, with heavy experience engaging the C-suite.
• Unmatched agility to do what it takes to get the job done and rally internal teams to do the same; “that’s not my job” is not part of this team’s vocabulary.
• Creative problem-solving skills to interpret complex business problems, distill them into solutions, and collaborate with prospects, partners, and the sales team to deliver compelling value-based solutions.
• Comfort in both business and technical contexts, whether interacting with executives or discussing technical details with strong technical audiences.
• Passion for continuous learning, growth, and challenging yourself; openness to giving and receiving feedback.
• Tolerance for failure, love of winning, and a strong drive to make customers and Atlassian successful.

Pay

Atlassian designs equitable, explainable, and competitive compensation programs. The baseline of our range is higher than typical market ranges, and we expect to hire most candidates near this baseline. Base pay is determined by a candidate’s skills, expertise, or experience.

In the United States, we have three geographic pay zones. For this role, the current base pay ranges for new hires in each zone are:

• Zone A: $193,700 – $252,925
• Zone B: $174,300 – $227,633
• Zone C: $160,700 – $209,928

This role may also be eligible for benefits, bonuses, commissions, and equity. Visit go.atlassian.com/payzones for more information on which locations are included in each pay zone. Confirm your specific zone with your recruiter.

Benefits

Atlassian offers a wide range of perks and benefits designed to support you, your family, and your local community. Offerings include health and wellbeing resources, paid volunteer days, and more. Learn more at go.atlassian.com/perksandbenefits.