Strategic Account Manager DACH

Overview

Are you passionate about working with Enterprise customers and have experience with account management, customer success or SaaS sales? Do you enjoy working hand in hand with cross-functional teams to increase customer engagement, while also being part of a company that's experiencing phenomenal growth? Our mission is to “elevate customer’s value realization across Atlassian solutions by partnering throughout the customer journey to optimize revenue retention and growth” With over 260,000 customers worldwide, our Strategic Account Management team owns retention for 800 of our largest Enterprise customers worldwide; representing Atlassian's product portfolio, including Jira Software, Confluence, and Jira Service Management.

You will drive retention increases across Atlassian’s product portfolio by proactively engaging on strategic renewals and discovering expansion, upsell, upgrade & cross-sell opportunities. You will work in tandem with your strategic account team to drive the total book of business growth, including cloud and Data Center sales cycles end to end. You are responsible for providing deal support on large strategic opportunities, including white space analysis, install base research, and quoting support.

We are looking for a team player who can adapt rapidly to changing events and handle the complexity and detail orientation that come with large strategic accounts. In addition, they need to be able to prioritize high-value activities amongst competing priorities. You have over 5 years of software experience with a proven track record of achieving revenue targets and discovering & qualifying sales opportunities, ideally with experience in owning sales engagements end-to-end.

The team is comprised of proactive, resilient, and empathetic Strategic Account Managers, specializing in retaining and growing Atlassian's full suite of products and services. We have shared performance metrics and goals to inspire collaboration and teamwork, but above all, we believe in the Atlassian values and want to use them as our compass in constantly refining and optimizing our retention model.

In your first 90 days, we’ll expect you to have:

• A team player mindset; driving collaboration and engagement scope with internal stakeholders
• A customer-first mentality advocating for the customer’s interests, solving complex problems, influencing outcomes, and aligning with Atlassian’s strategy
• Effective communication and active listening skills whilst leading renewal and expansions from start to finish, and engaging with senior stakeholders
• A strategic approach in reviewing the account footprint (account planning, renewal planning) and prioritizing customer engagements to maximize account growth and retention
• An ability to continuously learn and implement feedback
  
  

Responsibilities

• As part of the account team, you focus on renewals & expansions across a sizable product portfolio
• Maximize software retention rates through effective inside sales techniques over the phone, video, and email while also minimizing customer churn.
• Lead end-to-end sales motions for our Cloud and Data Center platforms
• Partner with our Strategic account team on account planning and driving total book of business growth through whitespace analysis and install base research
• Increase customer awareness of Atlassian's product portfolio to discover cross-sell and up-sell opportunities
• Identify business process or policy issues and work in a team project setting towards a solution
• Maintain a deep understanding of product updates and new offerings and articulate those improvements to customers and our solution partners
• Ability to co-sell and collaborate with solution partners across the majority of opportunities
• Forecasting a pipeline for renewals, upsell, and cloud migration opportunities