Atlassian - San Francisco, CA
posted 6 months ago
About the position
Atlassian is seeking a Pre-Sales Solutions Engineer for our enterprise business, a role that is pivotal in the sales cycle. This position is designed for individuals who are passionate about becoming product experts and solving complex business problems for our enterprise customers using Atlassian's products and solutions. The role involves collaborating with account teams and channel partners to manage Fortune 500 customer accounts, tracking customer profiles, business challenges, and solution success to optimize customer relationships within your assigned territory. In this role, you will participate in customer discovery sessions to understand their current state and the business problems they aim to solve. You will map these challenges back to Atlassian's products, platforms, and solutions, identifying opportunities for cross-product and solution expansion. As a product expert, you will articulate the value of Atlassian software during the pre-sales process, demonstrating how it can transform the way customers work. You will need to have a comprehensive understanding of the full range of Atlassian products and solutions, crafting compelling narratives that illustrate how they work together to empower teams. Your responsibilities will also include leading value-based demonstrations tailored to various stakeholders, addressing both individual product features and the broader vision of the entire portfolio. You will guide customers through their technical needs during the sales process, ensuring they see Atlassian as the right choice. Building strong partnerships with account executives will be crucial, as you will regularly discuss pipeline opportunities and feedback to enhance the sales cycle. Additionally, you will track and document product feedback and competitive intelligence from customers, advocating for necessary developments internally. Continuous learning and refinement of your pre-sales knowledge, as well as staying updated on Atlassian's product offerings, will be essential to your success in this role.
Responsibilities
- Partner with account teams and channel partners with Fortune 500 customer accounts, tracking the overall customer profile, business problems and complexities, roadmaps, and solution success.
- Participate in customer discovery to understand the customer's current state and business problems they want to solve, mapping back to Atlassian products 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 showing the customer the value of the software.
- Lead compelling value-based demonstrations, both standard and customized, flexing across multiple different stakeholder needs.
- Understand, lead, and guide the customer's technical needs in the sales process to gain buy-in from the customer.
- Proactively forge strong partnerships with aligned account executives, discussing pipeline, opportunities, and ways to improve the selling cycle together.
- Track and document product feedback and competitive intelligence from customers, advocating for development internally.
- Continuously learn, develop and refine your pre-sales and product knowledge.
Requirements
- 5+ years of experience interacting with enterprise customers in a pre-sales capacity.
- Excellent communication and strong presentation skills to multi-level audiences.
- Customer-centric mindset with a proven track record in building executive relationships with customers.
- Ability to interpret complex business problems and boil them down into solutions.
- Comfortable in both business and technical contexts, able to interact with executives and technical audiences.
Nice-to-haves
- Experience with Atlassian products and solutions.
- Familiarity with enterprise software sales processes.
- Strong problem-solving skills and creativity.
Benefits
- Competitive compensation programs.
- Eligibility for bonuses, commissions, and equity.
