Principal Partner Solution Sales Specialist (ITSM, EMEA)

Working at Atlassian

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We’re looking for a collaborative and results-driven Principal Partner Solution Sales Specialist to join our EMEA ITSM Partner Solutions Acceleration team, with a dedicated focus on Jira Service Management.

This role is centered on orchestrating co-selling success: connecting internal sales teams with the right partners, enabling them to jointly pursue and close JSM opportunities across the EMEA region. You will lead structured sales plays, including Quarterly Prospecting Events (QPEs) and joint account planning sessions, ensuring the partner ecosystem becomes an active lever in our JSM growth. A key part of the role is to align with Partner Sales leaders at partner organizations to drive strategic engagement and ensure effective execution of these co-selling motions.

This role will be focused on strategic deal-level engagement: matching the right partner to the right opportunity at the right time, and helping our internal Sales teams and the partner win with confidence.

You will collaborate with the Partner & Alliance teams, Partner managers, Marketing, Sales, Product, and Solution Architects and play a key part in a global team dedicated to ensuring the success of new and existing partners in one of our fastest-growing segments. By partnering with other Atlassian Team members, you will utilize your knowledge and experience as a Sales Lead to help drive JSM Partner success.

Co-Sell Strategy & Execution

• Act as the owner of co-sell engagements between Solution Sellers and partners for JSM deals
• Assess opportunities and match qualified partners to deals based on capability, industry relevance, and customer needs
• Drive and/or facilitate structured motions like QPEs, account planning, workshops, and co-sell briefings.

Pipeline Acceleration

• Support pipeline creation and acceleration through targeted partner collaboration
• Track and/or report on partner-influenced pipeline, deal registrations, and co-sell conversion rates
• Proactively identify areas where partner support can increase win rate, deal size, or customer reach

Internal Collaboration & Sales Support

• Work closely with Sales Leads and Partner Solution Architects to align JSM field efforts with partner resources
• Collaborate closely with PMM on Marketing events that drive top of funnel
• Create visibility of available partner capabilities and solutions across the Sales teams
• Evangelize the value of partner involvement in the JSM sales process

Partner Readiness & Fit

• Collaborate with Partner Solution Architects and Partner Managers to ensure partners are JSM-ready for co-sell
• Provide ongoing feedback on partner solution fit and engagement effectiveness based on deal-level experiences
• Contribute to improving internal tools and processes related to partner co-sell tracking, enablement, and execution

Basic Qualifications

• 8-10 years in partner sales, solution sales, field sales, or sales enablement within enterprise software or cloud
• Strong understanding of co-selling frameworks and experience enabling field teams to leverage partner support
• Familiarity with ITSM concepts and platforms, particularly JSM
• Proven ability to manage cross-functional collaboration in a fast-paced, matrixed organization
• Excellent facilitation and communication skills, with experience aligning internal and external stakeholders
• Willingness to travel globally for partner and internal team engagements (40% +)

Preferred Qualifications

• Experience in the Atlassian ecosystem, or with competing platforms such as ServiceNow, BMC, Freshservice, HaloITSM
• Understanding of partner programs, co-sell motions, and partner solution readiness frameworks
• Business-level fluency in English;

Why This Role Matters

This is a unique opportunity to lead the intersection of partner impact and field sales success for one of the fastest-growing areas in Atlassian’s portfolio. You’ll help bring the right capabilities to the right deals and drive true partner-powered growth for JSM.

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.