Senior Manager, Solutions Engineering, Mid-Market East

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    "title": "Senior Manager, Solutions Engineering, Mid-Market East",
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    "datePosted": "2026-06-03T04:00:00.000Z",
    "description": "<h2>Overview</h2>\n<p><strong>Working at Atlassian</strong></p>\n<p>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.</p>\n<p>We’re looking for a <strong>Senior Solutions Engineering Manager</strong> to lead a high‑performing team of Solutions Engineers who help our largest customers realize measurable business value from Atlassian’s System of Work.</p>\n<h2>Responsibilities</h2>\n<p><strong>In this role, you will:</strong></p>\n<ul>\n <li><p>Directly manage and grow a team of SEs supporting Mid‑Market accounts</p></li>\n <li><p>Operate as a <strong>player–coach</strong>: staying close to deals and programs while building a scalable, outcome‑driven SE practice</p></li>\n <li><p>Partner with Sales, Value Management, Product, and Advisory teams to win complex, multi‑product deals and drive long‑term customer outcomes</p></li>\n <li><p>Shape how we engage customers in your segment/geo, and contribute to global SE strategy and best practices</p></li>\n</ul>\n<p>You will own multiple workstreams, drive medium‑to‑long‑term strategy for your team, and be measured on team impact, people leadership, collaboration, and org‑level impact.</p>\n<p><strong>Team Leadership & People Management</strong></p>\n<ul>\n <li><p>Hire, onboard, and develop a diverse team of high‑performing Solutions Engineers</p></li>\n <li><p>Set clear expectations and coach SEs on both <strong>attainment</strong> (quota / influenced revenue) and <strong>performance</strong> (quality of execution, behaviors)</p></li>\n <li><p>Build succession and growth plans; help SEs progress toward Principal SE or management tracks</p></li>\n <li><p>Foster a healthy, inclusive team culture aligned to Atlassian values; monitor and improve team health and engagement</p></li>\n</ul>\n<p><strong>Customer & Deal Impact</strong></p>\n<ul>\n <li><p>Align SE coverage and capacity to regional/segment revenue goals and territory plans</p></li>\n <li><p>Partner with AEs on account and opportunity strategy, ensuring SEs are engaged in the <strong>right deals at the right moments</strong></p></li>\n <li><p>Ensure your team leads high‑quality technical discovery, solution design, demos, POV/POVs, and executive presentations</p></li>\n <li><p>Drive consistent use of <strong>value‑based selling</strong> and outcome‑oriented narratives (business cases, ROI, past value delivered, roadmap sessions)</p></li>\n <li><p>Act as an executive‑ready technical leader in key “tip‑of‑the‑spear” cycles when needed</p></li>\n</ul>\n<p><strong>Operational Excellence & Ways of Working</strong></p>\n<ul>\n <li><p>Own <strong>team operating rhythm</strong>: forecasting, deal reviews, account planning, coverage models, and inspection of SE impact metrics</p></li>\n <li><p>Use data (pipeline influence, win rates, expansion, product mix, cycle time, activity signals) to optimize how the team spends time</p></li>\n <li><p>Standardize and continuously improve core SE motions: discovery frameworks, demo patterns, POV templates, security plays, RFP/RFI responses, etc.</p></li>\n <li><p>Partner with peer SE leaders to drive <strong>consistent execution globally</strong> while adapting to local market needs</p></li>\n</ul>\n<p><strong>Cross‑Functional Collaboration</strong></p>\n<ul>\n <li><p>Partner tightly with:</p>\n  <ul>\n   <li><p>Sales leadership on segment strategy, territory design, and forecast health</p></li>\n   <li><p>Value Management / VMO on business value assessments and exec‑level ROI stories</p></li>\n   <li><p>Product, Marketing, and Advisory / Services on feedback loops, field readiness, and solution commercialization</p></li>\n  </ul></li>\n <li><p>Represent the SE point of view in regional GTM planning, QBRs, and strategic initiatives (e.g., AI / Rovo plays, Guard / security motions, cloud migration)</p></li>\n</ul>\n<p><strong>Org‑Level Impact</strong></p>\n<ul>\n <li><p>Lead or contribute to <strong>programs that scale beyond your own team</strong>, such as:</p>\n  <ul>\n   <li><p>Playbooks for your segment</p></li>\n   <li><p>Reusable demos and POV assets, or repeatable “plays” (health checks, strategy workshops, adoption programs)</p></li>\n   <li><p>Process or tooling changes that improve SE productivity across the region or globally</p></li>\n  </ul></li>\n <li><p>Actively share best practices, mentor other managers, and raise the bar for SE craft and management across the org</p></li>\n</ul>\n<h2>Qualifications</h2>\n<p><strong>Your Background</strong></p>\n<ul>\n <li><p>Significant experience in <strong>presales / solutions engineering</strong> or a closely related technical customer‑facing role</p></li>\n <li><p>Proven track record as a <strong>people manager</strong> leading SE or technical consulting teams (typically 6–12+ ICs)</p></li>\n <li><p>Deep background in at least one of: Agile / DevOps, ITSM/ESM, enterprise work management, or adjacent solution domains</p></li>\n <li><p>Experience driving complex, multi‑stakeholder deals with Enterprise or Strategic customers</p></li>\n</ul>\n<p><strong>Skills & Capabilities</strong></p>\n<ul>\n <li><p><strong>People Leadership</strong></p>\n  <ul>\n   <li><p>Builds high‑performing, diverse teams; gives clear, actionable feedback</p></li>\n   <li><p>Can articulate different development needs for early‑career vs senior/principal SEs</p></li>\n  </ul></li>\n <li><p><strong>Technical & Solution Depth</strong></p>\n  <ul>\n   <li><p>Strong grasp of SaaS, cloud architectures, integrations, and security / compliance basics</p></li>\n   <li><p>Able to challenge and support SEs on solution design, not just deal mechanics</p></li>\n  </ul></li>\n <li><p><strong>Commercial & Strategic Acumen</strong></p>\n  <ul>\n   <li><p>Comfortable in forecast, pipeline, and coverage discussions; understands how SE motions impact revenue and margin</p></li>\n   <li><p>Thinks in systems: connects customer outcomes to Atlassian’s System of Work, platform strategy, and product roadmap</p></li>\n  </ul></li>\n <li><p><strong>Execution & Operations</strong></p>\n  <ul>\n   <li><p>Demonstrated ability to introduce at least one <strong>team‑level improvement</strong> that materially changed productivity, quality, or consistency</p></li>\n   <li><p>Strong command of CRM/process hygiene and data‑driven decision‑making</p></li>\n  </ul></li>\n <li><p><strong>Communication & Executive Presence</strong></p>\n  <ul>\n   <li><p>Handles C‑level conversations with confidence; can translate between business, technical, and value narratives</p></li>\n   <li><p>Clear written communicator; comfortable driving DACIs and cross‑team alignment</p></li>\n  </ul></li>\n</ul>\n<p><strong>Compensation</strong></p>\n<p>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.</p>\n<p>In the<strong> United States</strong>, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are:</p>\n<p>Zone A: $204,300 - $266,725</p>\n<p>Zone B: $183,600 - $239,700</p>\n<p>Zone C: $169,200 - $220,900</p>\n<p>This role may also be eligible for benefits, bonuses, commissions, and equity.</p>\n<p>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.</p>\n<p></p>\n<p><strong>Benefits & Perks</strong></p>\n<p>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 <strong><u>go.atlassian.com/perksandbenefits</u></strong><strong>.</strong></p>\n<p><strong>About Atlassian</strong></p>\n<p>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.</p>\n<p>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.</p>\n<p>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.</p>\n<p>To learn more about our culture and hiring process, visit <strong><u>go.atlassian.com/crh</u></strong><strong>.</strong></p>",
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