Solutions Engineer, Mid-Market (DACH)

Overview 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. Responsibilities Partner with direct sales, partners and larger account teams on Fortune 500 customers, tracking the overall customer profile, business problems and complexities, roadmaps, and solution success to optimize the customers within your account team territory Participate in customer discovery to understand the customer’s current state, what business problems they want to solve, and map back to the Atlassian products, platforms and solutions that will get them where they want to be Probe for and identify additional opportunities for cross-product/solution expansion investigate, discover, and assess client pain points Be a product expert of Atlassian software in the pre-sales process, articulating and showing the customer the value of the software and how it can change their way of working Have a broad understanding of full Atlassian product and solution offerings and paint a compelling story of how they work together to unlock the power of teams Lead compelling value-based demonstrations, both standard and customized, flexing across multiple different stakeholder needs, from deep individual product demos to selling the large vision of the whole portfolio Understand, lead, and guide the customer’s technical needs in the sales process to gain buy-in from the customer on Atlassian being the right decision Proactively forge strong partnerships with aligned account executives, regularly discussing pipeline, current and upcoming opportunities and needs, bi-directional feedback, and ways to improve the selling cycle together Understand, track and document product feedback and competitive intelligence from customers and advocate for the development internally by documenting and sharing with product management Continuously learn, develop and refine your pre-sales and product, solution and platform offering knowledge and sales processes and Atlassian products progress Qualifications We’re looking for a dynamic team member to support our sales teams in the DACH region. You have a go-getter attitude and you’re willing to both learn from and teach our passionate and growing organization. On paper, you have 2+ years of experience interacting with customers in a pre-sales capacity, with excellent communication, strong presentation skills to multi-level audiences, and unmatched agility to do what it takes to get the job done. You’ve got a customer-centric mindset with a proven track record in building executive relationships with customers and rallying the internal teams to collaborate across the company to meet our customer’s needs. You are fluent in both German and English. You’re a creative problem solver who can interpret complex business problems, boil them down into solutions, and collaborate with prospects, partners, and the Atlassian sales team to deliver compelling value-based solutions. You’re equally comfortable in both a business and technical context, interacting with executives or talking shop with strong technical audiences. You love to learn and continuously grow and challenge yourself, are open to giving and receiving feedback, tolerate failure, love to win, hate to lose, and are passionate about making customers and Atlassian successful.