• Overseeing current partner relationships to ensure they are effective, sustainable, and aligned with the company's objectives • Identifying, recruiting, and negotiating deals with new partners to expand the company's reach and capabilities • Working with sales, marketing, product, and development teams to develop partnership strategies and ensure successful integration and execution of partnership initiatives • Creating and implementing strategies to engage partners, including onboarding, training, and co-marketing campaigns, to maximize mutual benefits • Tracking and analysing partnership performance, ensuring alignment with business goals, and making data-driven decisions to optimize outcomes • Grow Trustonic’s partner ecosystem within strategic markets within the territory • Understanding regional macro and micro channel structures and routes to market, total addressable market, analysis of regional and country opportunities linked to partners and potential customers

• Managing Existing Partnerships: Overseeing current partner relationships to ensure they are effective, sustainable, and aligned with the company's objectives. • Developing New Partnerships: Identifying, recruiting, and negotiating deals with new partners to expand the company's reach and capabilities. • Collaborating Cross-Functionally: Working with sales, marketing, product, and development teams to develop partnership strategies and ensure successful integration and execution of partnership initiatives. • Driving Partner Engagement: Creating and implementing strategies to engage partners, including onboarding, training, and co-marketing campaigns, to maximize mutual benefits. • Monitoring Performance: Tracking and analysing partnership performance, ensuring alignment with business goals, and making data-driven decisions to optimize outcomes. • Strategic partner prospecting: grow Trustonic’s partner ecosystem within strategic markets within the territory. • Regional Strategy: Understanding regional macro and micro channel structures and routes to market, total addressable market, analysis of regional and country opportunities linked to partners and potential customers.

• Build and own a repeatable system to evaluate the opportunities partners bring in — sizing demand, scoping fit, and producing clear go/no-go recommendations so we invest where it matters most • Lead opportunity assessment end-to-end: quantify deal value (volume, TCO/ROI, FTE displacement), map commercial and technical feasibility, and rank opportunities against our strategic priorities • Partner with leadership to decide which deals and accounts to prioritize and accelerate, and turn that into a clear, shared pipeline view that partners and internal teams can act on • Create the commercial and technical enablement that lets partners qualify, sell, and deploy on their own — pricing guidance, playbooks, demo assets, qualification criteria, and onboarding • Design the right structure for each partnership — roles, commercial terms, hand-offs, SLAs — and operationalize it across the different branches and teams involved • Work hand-in-hand with Sales and Deployments to prioritize accounts, sequence delivery, and make sure the deals we bet on actually move from signed to live • Own a single source of truth for partner pipeline and opportunity status, and run a regular cadence with partners and internal stakeholders to keep priorities aligned

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. The Team Our Account Management team owns retention and accelerates expansion, ultimately contributing to the transformation of our largest Enterprise customers worldwide. You will drive revenue growth across Atlassian's full product portfolio by delivering high customer retention rates, proactively engaging on expansion opportunities, and leading upsell, upgrade & cross-sell opportunities throughout the customer lifecycle. You will partner closely with our Global Sales Team to drive Total Book of Business growth. Additionally, you will be partnering with the extended Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams. You will report into the Manager of Enterprise Account Management. More about you We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that comes with large enterprise accounts. In addition, you need to be able to prioritize high-value activities amongst competing priorities. You have over 5 years of relevant experience with a proven track record of achieving revenue targets and accelerating expansion within your owned book of business, ideally with experience in owning sales engagements end-to-end. The team is composed of proactive, resilient, and empathetic Account Managers, specialized in accelerating growth across Atlassian's full suite of products and services. You are adaptable to change, consistently seek opportunities to learn, and lean into collaboration to drive success. We believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our go-to-market model. What You Will Do: - You will accelerate revenue growth by leveraging existing customer footprints to maximize expansion via a tops-down, solution-oriented approach - Develop Senior and Executive relationships over video conferences as well as in-person - Manage high-value renewals & expansion across a sizable product portfolio - Ownership of growth opportunity management and sales cycles end-to-end - Partner with the account team on account planning and driving total book of business growth through competitive, market, and whitespace analysis - You will increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities - Maintain a deep understanding of product updates and new offerings, and articulate those improvements to customers and our solution partners - Forecasting accountability for your owned book of business Your background: - 5+ years experience in account management, inside sales, customer success, or other relevant business areas - Ability to establish rapport and build relationships and trust over the phone and on video across a wide variety of countries and cultures - Professional level Spanish or Italian language skills - Ability to speak English fluently - Proven track record of meeting or exceeding performance goals - Experience selling Enterprise SaaS products across a global account footprint - Experience managing high-revenue customer engagements with Enterprise-level customers - Experience managing complex, end-to-end sales cycles is preferred - Experience managing change and transformations It's great, but not required, if you have: - Experience working with Channel Partners & GSIs to retain and grow customer accounts - Experience using Salesforce, Clari and Tableau - Experience in analyzing data to support identifying opportunities and projecting growth trajectories Benefits & Perks Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits . 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 .