Overview

We're looking for a Senior Partner Development Manager to build and grow Atlassian's next generation of high-performing partnerships across the Americas. This is a development-focused role: you'll identify, recruit, qualify, and onboard new partners while accelerating early-stage partnerships toward maturity - standing up joint business plans, building co-sell motions, and driving first pipeline together.

The partners you develop will span consulting firms, implementation specialists, managed services providers, and technology-adjacent companies with strategic capabilities in areas like AI/ML, cloud migration, ITSM transformation, and platform adoption. You'll evaluate fit, build the business case, and shepherd new partners from signed agreement through their first measurable revenue contribution.

This role sits within the Partner & Alliances field organization and reports to the Head of AMER Partner Management & Development. You'll operate as the primary owner of your developing partner portfolio, orchestrating engagement across Partner Sales, Partner Solutions, Direct Sales, and Marketing to accelerate partner readiness and time-to-revenue.

Responsibilities

What You'll Do

You will own the full lifecycle of partner development - from identifying and qualifying prospective partners through activating them for revenue delivery. That starts with sourcing and evaluating potential partners against strategic criteria: market positioning, customer base, technical capabilities, revenue scale, and alignment to Atlassian's Remote - United States (any location) Full-Time P60 Team Anywhere platform strategy. You'll build the internal business case for each new partnership and manage the end-to-end onboarding process from initial qualification through signed agreement.

Once partners are onboarded, you'll develop and execute value-based BASICC partner plans that set ambitious growth aspirations grounded in solutions-based co-selling and co-delivery. You'll drive partners through accreditation, enablement milestones, and operational alignment - deal registration, quoting, Salesforce hygiene - within the first two quarters. You'll have approved plans in place early and iterate on them through ongoing executive-level Quarterly Business Reviews with partner leadership.

Pipeline generation is central to this role. You'll drive sourced pipeline through target account mapping, Development Fund utilization, and joint go-to-market campaigns, maintaining pipeline visibility in Salesforce with regular monthly updates. You'll promote differentiated partner solutions and enable Direct Sales to create pipeline and close deals faster through structured co-sell motions - positioning your partners' expertise as a competitive advantage in every customer engagement.

You are accountable for meeting or exceeding Named Partner Teamed NNACV, Sourced Pipeline, Contributed NNACV, and Sourced NNACV targets. This means operating as the single point of ownership for your partners' performance, with full accountability for partner-attributed revenue growth each half.

Cross-functional orchestration is how you get there. You'll coordinate across Partner Sales Managers, Partner Solutions Architects, Partner Marketing, and Field Operations - acting as the connective tissue that makes the Partner Account Team operate as #ONETEAM. You'll also collaborate with Partner Solutions to validate partner capabilities, assess solution differentiation, and help partners build differentiated solution practices on top of Atlassian's platform, driving customer adoption and reducing time to value.

Finally, you'll capture and tell the story of partner impact - identifying, documenting, and publishing approved Partner Value Stories each half that demonstrate measurable customer outcomes and partner value delivered

Qualifications

Qualifications

• 8+ years of experience in partner management, channel sales, alliance management, or partner development within enterprise software or SaaS
• Proven track record of recruiting, qualifying, and onboarding new partners - from initial identification through first revenue contribution
• Experience building joint business plans and standing up co-sell motions with earlystage or developing partnerships
• Strong ability to evaluate partner fit: assessing market positioning, technical capabilities, customer base, and strategic alignment
• Executive presence and ability to plan and lead QBRs and strategic planning sessions with C-level partner stakeholders
• Experience working cross-functionally with sales, solutions, marketing, and operations teams to deliver integrated partner go-to-market plans
• Comfort with data-driven operating cadence - pipeline forecasting in Salesforce, business planning, and performance reporting
• Excellent communication skills, both written and verbal, with the ability to build business cases and influence internal and external stakeholders

PREFERRED

• Experience managing services-oriented partners (consulting, implementation, managed services) within the Atlassian or adjacent DevOps/ITSM ecosystem
• Familiarity with partner program structures including deal registration, development funds, co-marketing programs, and incentive models
• Experience with cloud migration motions and helping partners build practices around platform adoption
• Experience evaluating partner capabilities in emerging areas such as AI/ML, agentic workflows, or intelligent automation
• Direct sales experience that informs a strong understanding of customer buying journeys
• AWS or hyperscaler alliance experience

Compensation

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. To support this goal, the baseline of our range is higher than that of the typical market range, but in turn we expect to hire most candidates near this baseline. Base pay within the range is ultimately determined by a candidate's skills, expertise, or experience.

In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:

Zone A: USD 207000 - USD 270250

Zone B: USD 186300 - USD 243225

Zone C: USD 171900 - USD 224425

This role may also be eligible for benefits, bonuses, commissions, and equity.

Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter.

Benefits & Perks

Atlassian offers a wide range of perks and benefits designed to support you, your family and to help you engage with your local community. Our offerings include health and wellbeing resources, paid volunteer days, and so much more. To learn more, visit go.atlassian.com/perksandbenefits