Solutions Engineering Manager, Mid-Market, DACH

As the Solutions Engineering leader of EMEA, Mid-Market organization you will focus on building credibility and trust with the technical leaders in our mid-size customers & prospects by developing cross-functional strategies and solutions. Our team brings technical expertise, real-world experience, strong executive engagement skills and an inspirational mindset to help our customers understand the opportunities of Atlassians “System of Work” Platform. We act as technical leaders, helping customers solve their most complex business challenges through the value they realize from Atlassian solutions.  We do this by leveraging best practice and industry standards to build customer trust, align to business outcomes and architect best in class solutions.

This Leader will play a crucial role in driving our sales efforts by building highly scalable sales processes, tools and techniques. This leader will have experience building operational effectiveness and rigor across the organization.  The Mid-Market business is a high volume, transactional business, therefore it’s critical that the team is equipped with standard and repeatable tools, assets and processes.  This individual will lead a team of skilled solutions engineers and collaborate closely with the sales, product, and partner teams to develop and articulate comprehensive cross-functional strategies and technical solutions that address the business challenges of a broad set of the customer base. The ideal candidate will have a strong background in upleveling the professional selling skills of the team, specifically in value creation of SaaS & Cloud solutions. 

• Leadership & Team Development:

  • Lead, mentor, and inspire a growing team of sales engineers, fostering a culture of excellence, innovation, and continuous improvement.

  • Develop and implement training programs to enhance the team’s technical and professional sales skills.

  • Build & Optimize processes that support rapid growth and expansion across the team and the business.

  • Provide thought leadership and collaborate with internal Atlassiana business units and stakeholders, craft the model of the Strategic market segment.

  • Buildout scalable functions that best serve the needs of the business while providing adequate Solutions Engineering coverage to meet the needs of the business

  • Continue to build out team domain disciplines in Cloud Migration, Service Management, Agile, DevOps, and Work Management solutions.

  • Establish performance metrics and conduct regular evaluations to ensure team members meet and exceed goals.

• Strategic Planning & Execution:

  • Collaborate with senior leadership to define and execute the sales engineering aligned with the Strategic market segment.

  • Operationalize “Metrics that Matter” to effectively manage the business and ensure the most effective utilization of SE resources.

  • Identify and prioritize key market opportunities, driving initiatives to capture new business and expand existing accounts.

  • Ensure proper alignment of resources and effective utilization of skill sets within assigned regions.

  • Align sales engineering activities with overall company goals and objectives.

• Customer Engagement & Solution Design:

  • Engage in high-impact sales pursuits across Europe. Interact at multiple levels within a customer account (Enterprise Architects, Domain Architects, Directors, VPs, and CXOs) and maintain these relationships throughout their customer journey.

  • Provide technical leadership during sales presentations, demonstrations, and proof-of-concept engagements

  • Engage with marketing to align on effective pipeline generation activities in the Strategic market and create new routes to market to create a new prospecting pipeline funnel pipeline.  

  • Ensure the seamless integration and deployment of solutions, addressing any technical issues that may arise

  • Demonstrate strong executive alignment with key resources across the Partner/Channel community

• Cross-Functional Collaboration:

  • Work closely with product management, marketing, and R&D teams to ensure the development of solutions that align with market demands and customer feedback.

  • Serve as a liaison between sales engineering and other departments to communicate customer needs and market trends.

  • Maintain a rigorous feedback loop with the product teams and deliver a point of view on roadmap investment priorities

  • Drive the creation of technical collateral, including whitepapers, case studies, and solution briefs.

• Market & Industry Expertise:

  • Stay abreast of industry trends, competitive landscape, and emerging technologies to provide strategic insights and recommendations.

  • Understand the local market nuances across the Global customer base, including Culture, Business practices and preferences. 

  • Represent the company at industry conferences, trade shows, and customer events, showcasing our solutions and thought leadership.

  • Develop and maintain strong relationships with key industry stakeholders and partners.

  • Fluent in German.

The SE team's expertise is often critical to developing new solution-based sales opportunities in our high-growth business, as well as shaping the enablement and go-to-market perspective around such solutions. You will need to partner with a diverse set of stakeholders - direct sales, channel sales, field marketing, product marketing, and sales enablement - to best shape the areas of joint execution with each team. Given the broad demand for your team's time and expertise, you will need to negotiate prioritization of when and where SE assistance is best used with each team.

Our perks & benefits

Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn 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.

We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on race, religion, national origin, gender identity or expression, sexual orientation, age, or marital, veteran, or disability status. All your information will be kept confidential according to EEO guidelines.

To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.

To learn more about our culture and hiring process, visit go.atlassian.com/crh.