Principal Business Value Advisor, West Coast

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.
We're Atlassian and help businesses transform and reinvent new ways of working for teams around the world, which is why 83% of Fortune 500 companies use our solutions.
The Business Value Advisory practice focuses on our most strategic accounts globally, working with customers to identify and quantify the value of using Atlassian's solutions and effectively articulate how and why they can help our customers succeed. This is a unique opportunity to join a growing team as we scale this critical capability. If this sparks your interest, apply today and chat with our friendly recruitment team further.
We're looking for a highly talented and passionate individual as we continue to build and scale our Business Value Advisory practice. This person has the ability to rapidly develop deep insights into large, complex enterprises and help shape our customers' change agendas.
You will work directly with our sales, success and solutions organisations and channel partners on some of the most important accounts to accelerate customer decision making, improve win rates and grow deal size. You will do this through the use of tailored financial models for investment justifications and the creation of compelling C-level value articulation, delivering to key customer stakeholders and decision makers to support decisions driving long-term value for the customer.
Responsibilities
You will be working with Account teams and solution partners to provide exceptional consultative support to a select number of our largest customers, while also identifying enablement and coaching opportunities to build and mature our overall value-selling framework. You will utilise your extensive knowledge and experience in consultative value discovery, industry research, and financial modelling to deliver exceptional value in customer engagements through prescriptive insights and employing best-practice methodologies.
In this role, you'll get to:

• BUILD
  
  • Be an important part of scaling the practice, which is designed to mature our engagement with our largest, most strategic customers by overlaying our sales teams with business value subject matter expertise.
  • Help evolve our practice through iteration of existing financial models which drives scalable use, and through contributing to the development of the art of value consulting in Atlassian.
• ENGAGE
  
  • Work with executive-level stakeholders from our customers to create compelling, credible and defendable business cases centered on the return on investment of Atlassian's solutions.
  • Leverage internal and external research around our customers' business drivers, market/industry trends, and Atlassian product capabilities to deliver these customised business cases to an executive audience.
• LEAD
  
  • Provide thought leadership and expertise on business value at conferences and events
  • Identify, lead, and contribute to the creation and enablement of new resources and assets to support the field (best practices, value-selling support, financial models etc. )
  • Collaborate with sales enablement to establish and provide enablement training on how direct sales and channel partners can best leverage value-based content and collateral for success in their sales pursuits

You will report to the Head of Business Value Advisory at Atlassian and into the Global Solutions function, collaborating with teams around the world. Travel up to 15-20% may be required for this role. Expect to travel ~4-6 per year to internal events like sales kickoffs and team events, of which ~1-2 per year could require international travel to other major geographies (ie. APAC or EMEA). Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.
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: $157,500 - $210,000
Zone B: $141,800 - $189,000
Zone C: $130,700 - $174,300
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 .
About Atlassian
At Atlassian, we're motivated by a common goal: to unleash the potential of every team. Our software products help teams all over the planet and our solutions are designed for all types of work. Team collaboration through our tools makes what may be impossible alone, possible together.
We believe that the unique contributions of all Atlassians create our success. To ensure that our products and culture continue to incorporate everyone's perspectives and experience, we never discriminate based on 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.
To provide you the best experience, we can support with accommodations or adjustments at any stage of the recruitment process. Simply inform our Recruitment team during your conversation with them.
To learn more about our culture and hiring process, visit go.atlassian.com/crh .