Channel GTM Lead, Service Management

Working at Atlassian
Atlassians can choose where they work - whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. Interviews and onboarding are conducted virtually, a part of being a distributed-first company.
Your future team
At Atlassian, our mission is to empower our customers to thrive in the modern, digital economy. With a multi-billion-dollar software business, we serve over 300,000 paying customers and millions of users worldwide. Our Jira Service Management (JSM) solution stands out as a leader in both the Gartner ITSM Magic Quadrant and the Forrester ITSM Wave. Collaborating with our partners, Atlassian is committed to revolutionizing the current Service Management (ITSM & ESM) market.
We are in search of a Channel GTM Lead, Service Management to join us in driving partner growth. This individual will shape partner strategies and contribute to our go-to-market approach alongside a diverse cross-functional team. Join our global team dedicated to propelling Atlassian's success by accelerating the growth of one of our most rapidly expanding solutions.
What you'll do

• Set the vision & develop the global channel Go-to-market (GTM) strategy for Jira Service Management, aligning with overall business objectives and sales targets.
• Evaluate & prioritize GTM initiatives and opportunities
• Define success metrics & monitor leading indicators for the Service Management solution in Channel
• Drive exceptional JSM sales growth in Channel through successful leadership, highly effective planning and execution of the go-to-market strategy.
• Take ownership of the overall JSM revenue goal and OKRs for our Partner Channel.
• Collaborate with cross-functional teams to develop strategies for expanding Atlassian's JSM partner business.
• Engage with our marketing teams to enhance the impact of JSM marketing through our partners.
• Team with direct Enterprise Sales team on optimizing the co-selling motion and building pipeline.
• Work with Partner Solution Acceleration team to help grow Partner's Service Management practice.
• Act as a strategic partner and advocate for our Partner Channel within the product organization to enhance go-to-market strategies and increase JSM solution adoption.
• Collaborate across Atlassian to build and deliver a coordinated enablement model.
• Promote our solution selling approach in order to achieve greater success in the market.
• Drive business cadence for business reviews, cross-functional GTM meetings and functional/company-wide events.
• Analyze performance metrics to continuously refine GTM strategies and achieve higher ROI.

Qualifications:

• 8+ years in GTM, product marketing or channel management roles within the B2B SaaS industry.
• Strong business acumen and strategic thinking, with the ability to translate high-level goals into actionable GTM plans.
• Experience in developing and executing Go-to-Market (GTM) strategy & delivering through cross functional teams.
• Analytical mindset with a passion for data-driven decision-making and continuous improvement.
• Partner Friendly: Ability to define, develop and lead go-to-market programs leveraging partners in a fast-paced, rapidly changing environment. Experience working closely with channel partners.
• Effective Communicator: Excellent presentation, verbal and written communication skills; a highly effective influencer.
• Empathetic leadership, passionate learner, who values diversity and thrives in a high growth, continuously changing environment. Team builder, team player and a leader.
• Change Maker! You actively seek out opportunities to drive change and positively disrupt the status quo.

Compensation
At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:
Zone A: $193,500 - $258,000
Zone B: $174,200 - $232,200
Zone C: $160,600 - $214,100
This role may also be eligible for benefits, bonuses, commissions, and equity.
Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
About Atlassian
At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .