Job Description

Atlassian Professional Services helps customers maximize the value of their Atlassian investment by delivering outcome-based solutions that accelerate adoption, reduce implementation risk, and enable long-term business success through the Atlassian System of Work.

As the commercial specialist within Professional Services, the Services Solutions Advocate (SSA) drives demand for professional services by partnering with customers to shape the right services engagement for their business needs. Working closely with Atlassian Sales, the SSA helps customers understand their business objectives and recommends the services engagement and delivery model best suited to achieve them, including when to engage the Atlassian Partner Ecosystem.

As a trusted advisor, the SSA works with business and technical decision makers to identify customer priorities, navigate complex opportunities, and align services solutions to customer goals. In doing so, the SSA balances customer value, commercial priorities, and delivery considerations to help customers achieve successful business outcomes.

This is a remote position supporting customers across the United States (Mountain, Central, and Eastern time zones)

Responsibilities

• Generate and influence professional services pipeline by identifying customer needs, shaping services opportunities, and creating demand throughout the sales cycle

• Lead consultative discovery to understand customer priorities, business objectives, and organizational challenges

• Lead the services sales cycle from discovery through commercial recommendations, and facilitating the handover to delivery upon deal close

• Shape customer-specific services engagements by aligning business objectives with the most appropriate services approach and engagement model

• Develop account-level services strategies in partnership with Atlassian Sales to identify expansion opportunities ad maximize customer value

• Bring together cross-functional stakeholders across Atlassian Sales, Professional Services, Customer Success, and the Atlassian Partner Ecosystem to shape the services engagement that best supports customer outcomes

• Influence complex enterprise opportunities by balancing customer outcomes, commercial priorities, and delivery expectations

• Own a professional services sales target by delivering services bookings, pipeline growth, forecast accuracy and opportunity management

Qualifications

• 5+ years of experience in professional services sales, enterprise solution sales, or consultative enterprise software sales

• Demonstrated success meeting or exceeding sales targets and closing complex, consultative opportunities

• Experience generating pipeline, developing account-level opportunity strategies, and maintaining accurate forecasts

• Experience leading discovery and engaging business, technical, and executive stakeholders

• Proven ability to influence cross-functional teams and navigate complex enterprise sales cycles

• Experience with the Atlassian ecosystem or enterprise software solutions

Knowledge & Skills

• Understanding of Atlassian products, including Jira and Confluence, with familiarity across Enterprise Agility, ITSM, DevOps, and Cloud transformation

• Experience selling professional services or other outcome-based services within enterprise software organizations

• Strong discovery, consultative selling, negotiation, and commercial acumen

• Ability to translate business objectives into customer specific services recommendations

• Excellent executive communication, relationship management, and cross-functional collaboration skills

• Ability to influence without authority across customer, sales, and cross-functional stakeholders