Atlassian Solutions Partner Director

At SmartBear we believe building great software starts with qualityand were helping our customers make that happen every day. Our solution hubsSmartBear API Hub SmartBear Insight Hub and SmartBear Test Hub featuring HaloAI bring visibility and automation to software development making it easier for teams to deliver highquality software faster. SmartBear is trusted by over 16 million developers testers and software engineers at 32000 organizations including innovators like Adobe JetBlue FedEx and Microsoft.

Solutions Partner Director Role

SmartBear seeks a seasoned Solution Partner Director (SPD) to play a pivotal role in our Atlassian Marketplace GTM strategy. As a highly visible and senior position the SPD will be instrumental in managing strategic Solution Partner relationships and driving new business opportunities by crafting and executing partner business plans to drive sales growth. The ideal candidate will excel in partner enablement pipeline development and executive relationship building ensuring mutual success for our organization and our partners.

Role Objectives

• Develop high growth partner plans
• Identify and execute enterprise pipeline generation activities with Solution Partners
• Leverage and guide internal resources to enable partner business practice expansion
• Foster executive level relationships with the partners including sales leaders and account executives services and solution engineering teams
• Growth of partner generated pipeline for SmartBear solutions
• Increasing partner services attach rates to SmartBear sales
• Enabling partners to provide high quality services
• Accelerate SmartBear product bookings by facilitating successful joint GTM activities

Experience

• 10 years of experience in enterprise software channel sales and alliances
• Strong track record of driving revenue growth through partner networks.
• Exceptional relationship building experience and partner account management of valueadded resellers in a B2B environment.
• Demonstrated expertise in valuebased selling and partner business planning
• Passionate team player obsessed with learning professional growth and possessing strong communication skills
• Possess excellent technical and business acumen with broad industry knowledge.
• Familiarity with the Atlassian Marketplace ecosystem is a plus.

Responsibilities

• Strategic GTM Initiatives: Collaborate with Strategic Partner Managers and Marketing to drive targeted initiatives for industry verticals and territories.
• Channel Sales Development: Cultivate multilevel relationships with partner representatives across organizational hierarchies.
• Partner Enablement: Contribute to crafting sales enablement content and campaigns for internal and partner teams. Organize and present sales enablement sessions for various teams both virtually and inperson.
• Sales Liaison: Bridge partner representatives and SmartBear sales executives facilitating information exchange and deal support.
• Operational Leadership: Coordinate sales communication conducting meetings and pipeline reviews QBRs.
• Subject Matter Expertise: Act as the primary authority on solutions delivered through partnerships ensuring comprehensive knowledge and understanding.
• Performance Tracking and ROI Measurement: Track and measure partnership Key Performance Indicators (KPIs) to gauge effectiveness while also assessing the Return on Investment (ROI) of program .
• Status Reporting: Provide comprehensive status updates including forecast and pipeline information to Management facilitating informed decisionmaking.
• Partnership QBR Leadership: Regularly assess partner performance identify improvement areas and implement enhancement strategies. Lead Partnership Quarterly Business Reviews (QBRs) driving collaborative discussions and strategic alignment between SmartBear and partners.
• Event Participation: Represent SmartBear at trade shows partner events booths and public speaking engagements.
• Thought Leadership: Provide insights to guide program development and plans.

Key Traits

• Autonomous Problem Solver: Proficient in independently resolving challenges and implementing effective solutions.
• Strategic Visionary: Capable of envisioning and executing shortterm GTM activities in line with the longterm strategies.
• Relationship Builder & Monetization Expert: Proven track record in cultivating and capitalizing on partnerships.
• Executive Presence: Demonstrates the professionalism to engage at the highest levels.
• Sales Proficiency: Skilled in conducting software demos and supporting sales teams in deal closures.
• Conflict Management: Adept at handling conflicts with finesse and diplomacy.
• Urgency & ValueDriven Work Ethic: Purposefully and responsively builds value with partners.
• Simplicity in Complexity: Ability to distill intricate concepts into easily relatable content for sales teams.
• Adaptability: Nimble in adapting to market changes and evolving business landscapes.

Why you should join the SmartBear crew:

• You can grow your career at every level.
• We invest in your success as well as the spaces where our teams come together to work collaborate and have fun.
• We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
• We are guided by a People and Culture organization an important distinction for us. We think about our team holistically the whole person.
• We celebrate our differences in experiences viewpoints and identities because we know it leads to better outcomes.

Did you know

• Our main goal at SmartBear is to make our technologydriven world a better place.
• SmartBear is committed to ethical corporate practices and social responsibility promoting good in all the communities we serve.
• SmartBear is headquartered in Somerville MA with offices across the world including Galway Ireland Bath UK Wroclaw Poland and Bangalore India.
• Weve won major industry (product and company) awards including B2B Innovators Award Content Marketing Association IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBear is committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit qualifications and business needs. We do not discriminate on the basis of race color religion sex national origin age gender disability veteran status sexual orientation or any other protected status under applicable laws. We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart open driven accountable and curious.

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