Atlassian Partner Director

At SmartBear, we deliver the complete visibility developers need to make each release better than the last. Our award winning and industry favorite tools TestComplete, Swagger, ReadyAPI, and Zephyr are trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including world-renowned innovators like Adobe, JetBlue, FedEx, and Microsoft. 

As a Senior Partner Sales Leader, and Atlassian Marketplace GTM owner, you will play a pivotal role in our organization by providing strategic direction, vision, and leadership across the business pertaining to our strategic partnership with Atlassian. Your extensive experience in the Atlassian Marketplace, as well as your established relationships within Atlassian and the Atlassian partner network, will be critical to your success in this role.  Additionally, your technical and testing software product business background will allow you to unlock new joint offerings and sell-with opportunities.  As Atlassian Marketplace GTM owner you will drive revenue growth, build and nurture senior business relationships, and collaborate with cross-functional teams including product marketing and finance to achieve our growth goals. 

Key Responsibilities: 

• Sales Strategy: Develop and implement sales strategies to drive revenue growth, expand market share, and achieve sales targets 
• Team Leadership: Lead, mentor, and inspire a high-performing matrixed team. Foster a culture of accountability, collaboration, and continuous improvement 
• Marketplace Expertise: Leverage your deep understanding of Atlassian Marketplace dynamics to identify opportunities and trends that can drive business growth 
• Atlassian Expertise: Utilize your in-depth knowledge of the Atlassian ecosystem to identify potential clients, partnerships, and solutions that align with our product offerings 
• Client Relationships: Build and maintain strong alliance, partner, & client relationships, understanding their unique needs and delivering exceptional service 
• Cross-functional Collaboration: Collaborate with product management, support, marketing, and other teams to ensure alignment and consistent messaging 
• Sales Metrics: Establish and monitor key performance indicators (KPIs) to track sales team performance and adjust strategies as needed 
• Budget Management: Manage allocated budget, ensuring cost-effective operations and execution of programs and sponsorships 
• Market Analysis: Stay updated on industry trends, market conditions, and competitor activities to inform sales and marketing strategies 

Qualifications: 

• Bachelor's degree in business, computer science, or a related field (MBA preferred) 
• Proven track record of success in sales and/or partner leadership roles with at least 3 years of experience in marketplaces 
• Strong strategic thinking and the ability to develop and execute complex sales strategies 
• Exceptional leadership skills with a track record of successfully managing matrixed and virtual teams 
• Outstanding communication, negotiation, and relationship-building abilities 
• Experience in budget management and financial acumen 
• Analytical mindset with the ability to analyze sales data and market trends 
• Knowledge of Salesforce CRM software 
• A results-driven and customer-focused mindset 
• Strong organizational and time-management skills 
• Atlassian certifications (preferred) 
• Quarterly travel involved 

Why you should join the SmartBear crew: 

• You can grow your career at every level.  
• We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun. 
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off. 
• We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.  
• We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.  

Did you know? 

• Our main goal at SmartBear is to make our technology-driven world a better place.  
• SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.  
• SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.  
• We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work. 

SmartBear is an equal employment opportunity employer and encourages success based on our individual merits and abilities without regard to race, color, religion, gender, national origin, ancestry, mental or physical disability, marital status, military or veteran status, citizenship status, age, sexual orientation, gender identity or expression, genetic information, medical condition, sex, sex stereotyping, pregnancy (which includes pregnancy, childbirth, and medical conditions related to pregnancy, childbirth, or breastfeeding), or any other legally protected status. 

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