Practice Lead, Value Management Office Sales

Working at Atlassian

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.

The Value Management Office exists to infuse all interactions and engagements towards the fulfillment of the customers’ strategic business needs with joint ownership of their long term success

Core Principles:

1. Facts, structure, depth, and perspective are words to live by
2. Own and defend the customers’ business outcomes at every stage of the cycle
3. Position and pursue strategic and courageous engagements together with customers
4. Play the long game with internal and external stakeholders (“always leave them better than you find them”)
5. Create beautiful work
6. Think and execute like a practice ~ repeatable success
7. Be the tip of our strategic and enterprise motion and lead the formation of narratives that drive Atlassian forward

Overview of role:

As a Practice Lead in Atlassian’s Value Management Office (VMO), you will lead the practice in its development of critical content, resources, and assets to scale value management. You will set the benchmark for value management craft, drive innovation at scale, and act as a thought leader and trusted advisor to senior executives—both within Atlassian and across our customer base. Your influence will extend across teams, functions, and geographies, ensuring that Atlassian’s value proposition is clearly articulated in the most complex and high-stakes environments.

Key Responsibilities

Build the Practice Inward and Outwards

• Own the tooling, content, infrastructure, guidance, and OKRs necessary for the VMO and all its practitioners to be successful
• Scale value management by partnering with internal organizations spanning Marketing, Customer Success, Implementation and Consulting, Ecosystem and Partnerships, Research and Insights, Product Engineering, etc.
• Build direct to customer channels and platforms to develop our outcome oriented approach

Strategic Customer Engagement & Relationship Leadership

• Envisage, present, and finalize critical work streams to scale value management across Atlassian
• Build a deep understanding of customer operations, business processes, and strategic objectives to anticipate and proactively address complex business needs.
• Coach and mentor others in the organization on best practices for executive engagement and customer-centric thinking.

Financial Acumen & Advanced Value Articulation

• Expertly analyze complex financial data to uncover strategic trends and drive high-impact decisions for both Atlassian and its customers.
• Innovate in crafting comprehensive business cases for diverse, ambiguous scenarios, and elevate the team’s analytical skills and quality.

Critical Thinking & Solution Innovation

• Own the value framework of the entire organization’s capabilities and beyond to power all customer interactions at scale
• Integrate diverse viewpoints to develop holistic, innovative solutions that optimize linkages between customer organization structure, people, process, and technology.
• Guide teams in navigating ambiguity and synthesizing complex data to uncover root causes and strategic opportunities within customers.

Executive Storytelling & Communication

• Craft high-impact presentations that distill complex information into strategic insights, ensuring customer executive focus on key priorities.
• Deliver compelling, executive-level value narratives guiding customer decision-making and fostering alignment across senior leadership.
• Exhibit poise and influence with executives, confidently navigating complex discussions and presenting strong business cases.

Driving Innovation at Scale

• Lead the development of VMO strategy and solutions ensuring the organisation is seen as a leader in Value Management practices.
• Create an environment that fosters innovation by encouraging others to share and build on new ideas and solutions.

Collaboration, Influence & Organizational Impact

• Build impactful relationships across Atlassian, leveraging partnerships and a strong network to ensure the VMO achieves its key business objectives and plays a key role in driving customer success.
• Operate as a senior trusted advisor to customer CxO executives and Atlassian leaders.

Knowledge Sharing & Thought Leadership

• Actively develop and present externally thought leadership that articulates the value of Atlassian solutions for customers.
• Support the enablement of field teams around Value Based selling.
• Mentor and coach junior team members, fostering a culture of collaboration, learning and development.

Developing Self & Others

• Lead the practice team including content, tooling, enablement, and engagements across the globe
• Set the standard for continuous learning and development
• Package and communicate the performance of the VMO to all relevant stakeholders

Travel up to 15-20% will be required for this role. Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.

Must Have:

• 9+ years of experience in value consulting, management consulting / strategy consulting, quantitative research and analysis, with exposure to cloud technologies and digital transformation initiatives
• Extensive experience in value management and proven track record of leading complex, cross-functional engagements across a broad range of customer industries.
• Mastery in financial modeling, business case development, and value articulation at the customer executive level.
• Exceptional communication, executive storytelling, presentation and stakeholder management skills.
• Demonstrated ability to drive innovation, influence senior leaders, and foster collaboration in complex environments.
• Recognized as a thought leader and mentor, with a commitment to knowledge sharing and driving operational excellence.
• Demonstrated commitment to build, operationalize, and exemplify the practice operating model
• Desire and drive to create value management infrastructure through customer engagements to drive Atlassian’s sales transformation

Nice to Have:

• Familiarity with Atlassian's solutions
• Experience with workflow management tools, service management tools or collaboration tools
• Prior experience of managing a value practice

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience. In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: $269,100 - $351,325

Zone B: $242,100 - $316,075

Zone C: $223,200 - $291,400

This role may also be eligible for benefits, bonuses, commissions, and equity.

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.