Account Manager, Enterprise - German speaking

Atlassian is continuing to drive investments focused on developing its largest, most strategic customers. The Account Management team partners with 82% of the Fortune 500 and works with teams at IBM, Tesla, Dish, Lufthansa and many more. The team focuses on deepening customer relationships, solving complex challenges, and helping customers realize value across Atlassian’s 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 and 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 partner with the Sales team on strategic opportunities, including white space analysis, strategic account planning and mapping, and cross-functional partnership with Sales support teams.

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 strategic accounts. You need to be able to prioritize high-value activities among 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 owning sales engagements end-to-end.

More about you

The team is comprised 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.

Responsibilities include

• Accelerating revenue growth by leveraging existing customer footprints to maximize expansion via a top-down, solution-oriented approach
• Developing Senior and Executive relationships over video conferences as well as in person
• Managing high-value renewals and expansion across a sizable product portfolio
• Owning growth opportunity management and sales cycles end-to-end
• Partnering with our Sales team on account planning and driving total book of business growth through competitive, market and whitespace analysis
• Increasing customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities
• Maintaining a deep understanding of product updates and new offerings and articulating those improvements to customers and solution partners
• Forecasting accountability for your owned book of business

In the first 90 days you’ll..

• Manage time effectively and prioritize among competing opportunities
• Execute creative and unique approaches to help evolve best practices
• Demonstrate excellence in discovery, with proven ability to engage with curiosity to identify opportunity
• Demonstrate experience leading sales cycles end-to-end
• Leverage subject matter expertise to build credibility with stakeholders and champions
• Bring a team-player mindset, driving collaboration and engagement scope with global stakeholders
• Maintain a customer-first mentality, advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy
• Use effective communication and active listening skills whilst leading revenue expansion efforts from start to finish and engaging with senior stakeholders
• Take a strategic approach in reviewing the global account footprint and prioritizing customer engagements to maximize account growth and retention
• Act as a change agent with the ability to continuously learn and implement feedback
• Operate daily with a sense of urgency and an affinity for creative problem-solving

Minimum required experience

• Five or more years of 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
• Proven track record of meeting or exceeding performance goals
• Experience managing high-revenue customer engagements with Enterprise-level customers
• Experience managing complex, end-to-end sales cycles is preferred
• Experience managing through change and transformations

It's great, but not required, if you have

• Experience selling Enterprise SaaS products across a global account footprint
• Experience working with Channel Partners and GSIs to retain and grow customer accounts
• Experience using Salesforce, Clari and Tableau
• Experience analyzing data to support identifying opportunity 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.

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.

In line with local law, identity verification, which may include use of biometric data, is a condition of employment with Atlassian for employment fraud purposes.