Account Manager, Enterprise (South Africa and MEA)

Overview
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. Atlassian is continuing to drive investments focused on developing our largest, most strategic customers. We partner with 82% of the Fortune 500 and work with teams at IBM, Tesla, Dish, Lufthansa and many more. Our Account Management team looks to deepen our relationships with our customers, explore how we solve their most complex challenges, and help them realize value across our solutions. 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 Sales team on strategic opportunities, including white space analysis, strategic account planning & mapping, and cross-functional partnership with Sales support teams.
This job is a remote role available in the UK.
You will report to the Manager, Enterprise Account Management.
Responsibilities:

• Accelerate revenue growth by leveraging existing customer footprints to maximize expansion by a tops-down, solution-oriented approach
• Develop Senior and Executive relationships over video conferences and in-person
• Manage high-value renewals and expansion across a Own product portfolio
• Own growth opportunity management and sales cycles end-to-end
• Partner with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis
• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities
• Maintain an understanding of product updates and new offerings and articulate those improvements to customers and our solution partners
• Forecast accountability for your owned book of business

Minimum Required Experience:

• At least 5 years of experience working with customers in South Africa or other Middle East countries
• Experience in account management, inside sales, customer success or other relevant business areas
• Experience selling Enterprise SaaS products across a global account footprint
• Ability to establish rapport and build relationships and trust over the phone and on video across a wide variety of countries and cultures
• Proven track record of meeting or exceeding performance goals
• Experience working with Channel Partners to retain and grow customer accounts
• Experience managing complex, end-to-end sales cycles is preferred
• Strong objection handling and negotiation skills

More about our benefits
Whether you work in an office or a distributed team, Atlassian is highly collaborative and yes, fun! To support you at work (and play) we offer some fantastic perks: ample time off to relax and recharge, flexible working options, five paid volunteer days a year for your favourite cause, an annual allowance to support your learning & growth, unique ShipIt days, a company paid trip after five years and lots more.
More about Atlassian
Creating software that empowers everyone from small startups to the who's who of tech is why we're here. We build tools like Jira, Confluence, Bitbucket, and Trello to help teams across the world become more nimble, creative, and aligned-collaboration is the heart of every product we dream of at Atlassian. From Amsterdam and Austin, to Sydney and San Francisco, we're looking for people who want to write the future and who believe that we can accomplish so much more together than apart. At Atlassian, we're committed to an environment where everyone has the autonomy and freedom to thrive, as well as the support of like-minded colleagues who are motivated by a common goal to: Unleash the potential of every team .
Additional Information
We believe that the unique contributions of all Atlassians is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of 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.
If your experience looks a little different from what we've identified and you think you can rock the role, we'd love to learn more about you.
Learn more about Atlassian's culture, interviewing flow, and hiring process by checking out our Candidate Resource Hub .