Territory Partner Manager - Federal

About the Role

The federal public sector is a complex and highly regulated environment, and as such, requires a deep understanding of the federal contracting process and the government aggregator ecosystem. You will need to leverage your expertise in partner management and sales to build and maintain executive-level relationships with key partners and stakeholders.

You will report to the Head of Public Sector Partner Sales and will be an integral part of the team responsible for driving Atlassian's growth in the federal sector.

What You Will Do

• Develop and execute comprehensive partner engagement strategies across the Federal Civilian and Department of Defense sub-segments
• Drive accelerated opportunity velocity and Annual Contract Value (ACV) growth by integrating partner capabilities into the sales process
• Maximize partner leverage throughout the entire customer engagement lifecycle
• Focus efforts on optimizing the co-selling motion with Sales, Solution Specialists, Customer Success, and Account Management within the territory
• Manage and focus engagement on a select group of existing partners within a hybrid territory model
• Develop a robust pipeline of joint opportunities with our largest customer agencies
• Lead the strategy and improvement of our partner sales model
• Build a comprehensive approach to engaging leading partners, including Global and Federal System Integrators (SIs)
• Collaborate with partner and sales leadership to drive business growth and expansion
• Analyze sales data and market trends to identify opportunities for growth and improvement

What We Are Looking For

• 5+ years of experience developing and executing partner go-to-market (GTM) strategies
• 5+ years of specialized expertise within the Federal Public Sector, specifically in either Civilian or Department of Defense sub-segments
• 5+ years of experience in Federal Public Sector focused Partner Management and/or Partner Sales
• Strong knowledge of government contracting and the government aggregator ecosystem
• Proven ability to establish and maintain executive-level relationships
• Strategic mindset with the ability to operate at an executive level while also executing hands-on
• Ability to work in a fast-paced, dynamic environment
• Strong communication and interpersonal skills
• Experience with CRM systems and sales analytics tools

Nice to Have

• Direct sales experience
• AI expertise
• AWS experience
• Experience working with federal system integrators

Benefits and Perks

• Competitive base salary
• Equity and stock options
• Comprehensive health insurance
• Paid time off and vacation days
• Flexible, remote work arrangements
• Opportunities for professional growth and development
• Access to cutting-edge technology and tools
• Collaborative and dynamic work environment
• Recognition and reward programs
• Paid volunteer days and community involvement opportunities

• Develop a strong understanding of the federal contracting process and the government aggregator ecosystem to stand out as a candidate.
• Be prepared to showcase your expertise in partner management and sales, and highlight specific examples of success in your previous roles.
• Focus on building a robust network of contacts within the federal sector, including partners, stakeholders, and potential customers.
• Stay up-to-date with the latest trends and developments in the federal sector, including changes to regulations and emerging technologies.
• Be prepared to discuss your experience with CRM systems and sales analytics tools, and how you have used them to drive business growth and improvement.
• Highlight your ability to work in a fast-paced, dynamic environment and your willingness to adapt to changing circumstances.
• Consider creating a portfolio that showcases your experience and success in partner management and sales, and be prepared to share it with the hiring team.