Note: The job is a remote job and is open to candidates in USA. Atlassian is a company focused on unleashing the potential of every team through their software products. The Principal Value Advisor will shape and deliver strategic value engagements with customers, defining the value proposition of Atlassian solutions and driving innovation to ensure customer success.

Responsibilities

• Engage with senior customer executives to develop a deep understanding of customer organizations, business processes, and strategic objectives
• Build influential, personalized relationships with key decision-makers, shaping decision-making and driving for customer success
• Work as a key part of the Atlassian team to create tailored solutions that provide customers with significant value and a competitive advantage
• Rapidly interpret customer industry, strategy, financial data to identify trends and opportunities
• Develop comprehensive business cases for both clear and ambiguous situations, and clearly communicate value to customers and stakeholders
• Develop metrics to support adoption and realization of value
• Synthesize complex data and information to uncover root causes and develop holistic, innovative solutions
• Demonstrate advanced discovery skills to uncover value drivers for customers
• Consistently produce high-caliber, executive-level storylines and presentations
• Deliver compelling, concise content and visuals to amplify business cases and proposals
• Demonstrate poise and confidence with C-level executives, handling objections and driving alignment
• Contribute to the design and development of new VMO solutions and offerings, ensuring successful implementation and integration
• Lead the conceptualization and implementation of practice level strategic initiatives to support Atlassian strategy
• Build trust and collaborate across cross-functional boundaries, driving alignment between teams on common goals focused on customer success
• Influence internally and externally as a trusted advisor to sales leadership and customers
• Actively develop thought leadership that articulates the value of Atlassian solutions for customers
• Support the enablement of field teams around Value Based selling
• Mentor and coach junior team members, fostering a culture of collaboration, learning and development

Skills

• 7+ years of experience in value consulting, management consulting / strategy consulting, quantitative research and analysis, with exposure to cloud technologies and digital transformation initiatives
• Prior experience in consulting, value consulting, or in relevant roles within Government & Public entities
• Extensive experience in value management and proven track record of leading complex, cross-functional engagements across a broad range of customer industries
• Mastery in financial modeling, business case development, and value articulation at the customer executive level
• Exceptional communication, executive storytelling, presentation and stakeholder management skills
• Demonstrated ability to drive innovation, influence senior leaders, and foster collaboration in complex environments
• Recognized as a thought leader and mentor, with a commitment to knowledge sharing and driving operational excellence
• Demonstrated commitment to build, operationalize, and exemplify the practice operating model
• Desire and drive to create value management infrastructure through customer engagements to drive Atlassian's sales transformation

Benefits

• Atlassians can choose where they work – whether in an office, from home, or a combination of the two
• Health and wellbeing resources
• Paid volunteer days

Company Overview

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