Distribution Partner Manager (APAC)

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.
This role requires a builder mindset. The successful candidate will establish Atlassian's distribution channel in India and SE Asia from the ground up - selecting the right distributors, defining the operating model, deploying targets and incentives, and building a scalable engine for partner recruitment, activation, and maturity progression.
Pipeline Creation

• Build a pipeline engine through distribution - design and deploy the model by which distributors recruit, enable, and activate partners who generate qualified pipeline for Atlassian.
• Set pipeline targets with distributors - deploy NNACV and pipeline creation targets via MOU, with milestone-based incentives tied directly to deal registration volume, pipeline quality, and conversion.
• Drive deal flow - ensure distributors and their recruited partners are generating deal registrations, creating qualified opportunities, and feeding pipeline into Atlassian's sales motion consistently.
• Measure what matters - own pipeline and contribution forecasts for the distribution channel. Track partner recruitment - activation - pipeline creation - conversion at every stage. Use data to tell the story and course-correct fast.

Teaming & Partner Value

• Prove partner value to the field - work relentlessly to demonstrate that distribution partners are force multipliers for AEs. Make it easy for field teams to see, trust, and lean into partner-sourced pipeline.
• Embed partners into the sales motion - train AEs on sell-with for Distribution, drive account mapping and lead flow between distributors, their partners, and Atlassian's field teams. Make teaming the default, not the exception.
• Build co-sell confidence - create visible wins early. Celebrate partner-sourced deals loudly. Ensure every field leader in India and SE Asia can point to distribution partners as a pipeline source they rely on.
• Orchestrate cross-functional teaming - coordinate with Partner Sales Managers, Partner Solutions Architects, marketing, and enablement to surround distribution partners with the support they need to create pipeline and close deals together.

Building the Engine

• Identify, qualify, and onboard distributors - select regional and global distributors with the reach and appetite to recruit and activate Atlassian resellers at scale across India and SE Asia.
• Build a training-at-scale engine - partner with enablement and distributors to deliver train-the-trainer programs, pre-sales support, and post-sales coverage in local time zones - all in service of partners being able to create and progress pipeline independently.
• Codify the playbook - document what works so it can be replicated. Give distributors a concrete playbook and measure them on partner recruitment, activation, maturity progression, and pipeline quality.

What Success Looks Like

• Pipeline created - measurable, growing partner-sourced pipeline from the distribution channel quarter over quarter.
• Deals sourced - deal registrations flowing consistently from distribution-recruited partners into Atlassian's sales motion.
• Field confidence - AEs and sales leaders in India and SE Asia actively seeking out and teaming with distribution partners because they see the value.
• Partner activation - partners progressing from onboarded - enabled - pipeline-generating within defined timelines.
• Scalable model - a documented, repeatable operating model that proves distribution works and can be extended to other emerging regions.

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.
This role may also be eligible for benefits, bonuses, commissions, and equity.
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 .
In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.