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GTM Platform Partnerships Lead, AMER (AWS) id-6904

April 17, 2025

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.

Job Description

The primary focus of the AMER GTM Platform Partner Lead, AWS is to develop a territory go-to-market (GTM) plan that will accelerate the adoption of Atlassians cloud based solutions through our partnerships with AWS and a portfolio of our top Atlassian channel partners in AMER.

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The AMER GTM Platform Partner Lead, AWS is responsible for leading our AWS + Atlassian channel co-sell strategy in AMER and to build Atlassian + AWS mind and market share.

We are looking for an experienced leader that can develop collaborative relationships with C-suite channel executives. A builder at heart, you will empower Atlassian channel partners to build new GTM motions leveraging the sales network and market position of AWS in line with expert Atlassian sellers to deliver on our shared strategic partnership goals.

Your impact in AMER will be driven through a collaborative co-sell territory plan that brings together Atlassian solution partners and Atlassian sellers to market, sell and deploy our innovative cloud product portfolio. Keeping a pulse on the business, you will regularly prepare and present business reviews to senior leadership, communicate market realities, partner needs and strategic recommendations earning the trust and support of executive stakeholders, both internally and externally.

More about the role

Responsibility of the global Go To Market territory plan includes defining partner development priorities, collaborating on joint marketing roadmaps and balancing regional challenges/opportunities with Atlassian's global AWS strategy
Collaborate with sales and channel leaders to develop a territory plan to accelerate adoption of Atlassians cloud product offerings in coverage regions
Identify and execute GTM sales plays and focus initiatives to drive sales pipeline for AWS + Atlassian partnership goals
Actively manage sales performance, relationships and accountability with key focus partners and AWS
Manage lead sharing, facilitate introductions and conduct pipeline reviews with AWS, Atlassian sellers and partners to progress deals and facilitate additional AWS + Atlassian resources & deal support
Have a solid understanding of Atlassian products and their positioning, and can present/speak at local partner and community events
Drive the AMER channel performance in coordination with Atlassian's enterprise account teams to align on a unified go-to-market approach of Atlassian utilizing solution partners

More about the team

The Atlassian GTM Team is a group of high-energy experienced women and men that have proven to be instrumental in further accelerating Atlassians cloud channel growth. You will work closely with the partner program, enablement, and field marketing teams, to develop and deliver GTM activities that are tailored to meet our Atlassian + AWS strategic partnership goals. This position reports to the Head of Channel Platform GTM.

More about Atlassian

Software is changing the world, and were at the center of it all. With a customer list that reads like a who's who in tech, and a highly disruptive business model, were advancing the art of team collaboration with products like Jira Software, Confluence, Bitbucket, and Trello. Driven by honest values, an amazing culture, and consistent revenue growth, were out to unleash the potential of every team. From Amsterdam and Austin to Sydney and San Francisco, were looking for people who are powered by passion and eager to do the best work of their lives in a highly autonomous yet collaborative, no B.S. environment.

Additional Information

We believe that the unique contributions of all Atlassians is the driver of our success. To make sure that our products and culture continue to incorporate everyone's perspectives and experience we never discriminate on the basis of 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.

You have worked for at least 7 years in the enterprise software industry and have successfully build and managed channel businesses/partners
You are a change agent, comfortable working in dynamic environments and driving results
You are a highly motivated, analytically driven leader and experienced leading x-functional teams
You are comfortable challenging go-to-market approaches & capable of driving change
You love working in a fast-paced international environment, take the initiative to get stuff done or try something new and love sharing your findings with your team.