Atlassian - San Francisco, CA
posted 6 months ago
About the position
Atlassian is seeking a Pre-Sales Solutions Engineer to join our strategic business team. This role is pivotal in the sales cycle, where you will act as a product expert, helping to solve our customers' most challenging business problems with our innovative products and solutions. As a Pre-Sales Solutions Engineer, you will partner with sales teams and larger account teams on transformation deals within large, global accounts that have multi-million dollar spend thresholds. Your ability to engage and build relationships with customers at the C-level and other executive levels will be crucial in driving long-standing relationships across the organization. In this position, you will participate in customer discovery sessions to understand the customer's current state and the business problems they wish to solve. You will then map these needs back to Atlassian's products, platforms, and solutions, identifying additional opportunities for cross-product and solution expansion. Your role will also involve investigating and assessing client pain points, ensuring that you are well-versed in the full range of Atlassian's product and solution offerings. You will lead compelling value-based demonstrations, both standard and customized, to showcase how our software can transform the way customers work. As a Pre-Sales Solutions Engineer, you will guide the customer's technical needs throughout the sales process, gaining buy-in from the customer on Atlassian as the right decision. You will proactively forge strong partnerships with your aligned strategic account executives, regularly discussing pipeline, current and upcoming opportunities, and ways to improve the selling cycle together. Additionally, you will help lead cross-functional teams to best support the customer and work towards shared goals. Tracking and documenting product feedback and competitive intelligence from customers will be part of your responsibilities, advocating for development internally by sharing insights with product management. Continuous learning and refinement of your pre-sales and product knowledge will be essential as you grow in this role.
Responsibilities
- Partner with sales teams, partners, and larger account teams on transformation deals in large, global accounts with multi-million dollar spend thresholds.
- Engage and build relationships with customers at the C-level and other executive levels, driving long-standing relationships across the organization.
- Participate in customer discovery to understand the customer's current state and business problems they want to solve.
- 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.
- 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 strategic account executives, discussing pipeline and opportunities.
- Help lead cross-functional teams to best support the customer and march toward the same goals.
- Track and document product feedback and competitive intelligence from customers and advocate for development internally.
- Continuously learn, develop, and refine pre-sales and product knowledge.
Requirements
- 8+ years of experience interacting with Fortune 100 customers in a pre-sales capacity.
- Excellent communication and strong presentation skills to multi-level senior audiences.
- Heavy experience with the C-suite.
- Ability to interpret complex business problems and boil them down into solutions.
- Comfortable in both business and technical contexts, interacting with executives and technical audiences.
Nice-to-haves
- Experience with Atlassian products and solutions.
- Familiarity with sales processes and methodologies.
- Strong problem-solving skills and creativity.
Benefits
- Competitive compensation programs.
- Equitable and explainable pay structure.
- Eligibility for bonuses, commissions, and equity.
