Principal Solutions Engineer, Strategic
About the role
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. This role is focused on being 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, Atlassian helps organizations like NASA, IBM, HubSpot, Samsung, and Coca-Cola advance humanity through software that unleashes the potential of every team. Our Solutions Engineering Team partners with the Enterprise Sales Team and Channel Partners to understand customer needs, strategize on sales cycles, provide value-based demonstrations, and support Proofs of Value.
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 their current state, business problems, and map solutions using 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 transform their way of working.
- Have a broad understanding of the full Atlassian product and solution offerings and craft compelling stories of how they work together to unlock team potential.
- 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, discussing pipeline, opportunities, and ways to improve the selling cycle.
- Help lead cross-functional teams to best support the customer and align toward shared goals.
- Understand, track, and document product feedback and competitive intelligence from customers, advocating internally by sharing with product management.
- Continuously learn, develop, and refine 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, including heavy experience with the C-suite.
- Unmatched agility to do what it takes to get the job done and rally internal teams.
- Creative problem-solving skills to interpret complex business problems, distill them into solutions, and collaborate with prospects, partners, and the sales team.
- Comfortable in both business and technical contexts, engaging with executives or technical audiences.
- Passion for continuous learning, growth, and challenging yourself, with openness to giving and receiving feedback.
- Tolerance for failure, a love for winning, and a strong drive to make customers and Atlassian successful.
Pay
Atlassian has three geographic pay zones in the United States. 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. Confirm your specific location’s zone with your recruiter.
Benefits
Atlassian offers a wide range of perks and benefits designed to support you, your family, and your local community, including:
- Health and wellbeing resources.
- Paid volunteer days.
- Additional offerings to explore at go.atlassian.com/perksandbenefits.