Principal Sales and Success Portfolio Manager
Full time @Atlassian posted 6 days ago in Customer Service & Support Shortlist Email JobJob Detail
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Job ID 25297
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Experience 4 Years
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Qualifications Degree Bachelor
Job Description
“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
Reporting to the Head of Product overseeing Jira’s Expansion efforts, the Principal Product Manager, Outbound Product Management (Jira) role will work closely with both our GTM and R&D teams to improve the “Fit” and “Adoption” of our products for our most strategic customers. You will collect and codify feedback from the field to bring back to product, and use that knowledge to shape both our Product roadmaps and our GTM strategy across Sales, Marketing, and Customer Success.
“Fit”: Work with PMs to distill the broad set of feedback we hear from customers into a product strategy that delivers on the right feedback, using the right solutions, with the right priority
“Adoption”: Communicate that product strategy back to customers and the market in the most effective way for the right audience
You will engage as a Subject Matter Expert (SME) with strategic customers during high-stakes pre-sales conversations, serving as product partner in escalations, and driving strategic post-sales conversations to ensure that our customers can adopt our products at scale. You are also responsible for prioritizing customer needs with product and solution teams, and building scaled customer learning loops to capture feedback.
You will also drive the Product perspective and influence on Marketing strategy, serving as a conduit between Product and Marketing teams to ensure that we are positioning and messaging the value of Jira as effectively as possible.
Primary Responsibilities:
Be a strategic partner for our largest customers
Engage with CIO/Sr Director buyer personas throughout the sales cycle to instill customer confidence in our products
Partner with Sales and Customer Success teams for adoption remediation and growth conversations with strategic customers where product intervention would be beneficial
Work cross-functionally with Product, Marketing, and Engineering to ensure that we deliver solutions for these customers, regardless of where the solution exists in our org or product
Influence the market
Lead partnership between Product and Marketing to shape our product narrative and shape Product Marketing roadmaps
Work with analysts and market leaders to shape the perception of our product
Participate in market events to drive awareness of our product as a market leader
Influence Atlassian
Define, prioritize, and deliver significant portions of our customer roadmap, optimizing for largest customers
Represent Voice of the Customer back to product teams
Develop scaled customer feedback loops across Jira product teams
Who you are:
Part Marketer: Tell stories about our product vision and value in a way that resonates with the market
Part Sales: Tailor those stories to the needs of a specific customer and handle questions/objections to close deals
Part Product Manager: Design solutions for the biggest issues seen in the field, and collaborate with product teams to solve
Part Customer Success: Help tailor those solutions to the needs of individual customers to drive adoption and deliver on the promises we made during the Sales process
And above all, a communicator:
Understand how a customer problem translates to a product vision (and vice versa)
Execute that two-way communication at different levels of seniority, both internally (from an AE to a Product VP) and externally (from an Engineer to a CIO)
General Qualifications:
5+ years experience in B2B SaaS space
5+ years experience in product management
Background in customer-facing situations, able to land deals, de-escalate and help improve processes where needed
Experience building systems to capture and prioritize customer feedback at scale
Track record of influencing product strategy without direct authority
Use a blend of writing and speaking to influence C-level customers and partners
Have experience in Jira’s primary markets – Collaboration & Work Management. Familiar with competitive landscape and trends in the industry
Can align many teams to achieve OKRs
Executive Presence and customer-facing confidence
Empathy-driven Product leader who can coach PMs on how to engage with customers effectively
Comfortable traveling domestically & internationally for meetings based on business need
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Required skills
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