Principal Business Value Advisor

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 direct sales organisation and channel partners on some of the most important accounts in AMER 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.
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.
You will be partnering closely with Enterprise Sales, Solution Engineering, and Advisory Services teams 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 in alignment with Enablement and Marketing teams. You will utilize your extensive knowledge and experience in consultative value discovery, industry research, and financial modeling 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 & Trust at Atlassian and into the Global Solution function, collaborating with teams around the world. Travel up to 20% may be required for this role. Expect to travel ~4-5x per year to internal events like sales kickoffs and team events, of which ~1 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.
Must have:

• 7+ years of experience in value consulting, or management consulting / strategy consulting from a top tier consultancy, with exposure to cloud technologies and digital transformation initiatives
• Strong analytical and problem solving skills essential
• Ability to thrive in a rapidly evolving and fast-paced environment
• Strong ability to navigate, work and collaborate successfully in a matrix sales organization
• Strong influencing skills are a must
• Excellent written and verbal communication skills
• Must be a self-starter and have the ability to self-manage against goals
• Able to bring clear structure in complex situations and to confidently navigate ambiguity
• Strong and thoughtful storyteller to craft and communicate to CxOs
• Strong ability to quantify insights and deliver recommendations to CxOs
• Strong appetite to work in a consultative, strategic selling environment within the Technology and Enterprise Software industry
• Experience with growth-oriented value outcomes associated with software development, workflow management, service management, enterprise resource management and/or collaboration solutions

Nice to have:

• Familiarity with Atlassian's solutions

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.
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
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 .