Manager, Enterprise Solutions Engineering — Nordics & BeNeLux

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    "title": "Manager, Enterprise Solutions Engineering — Nordics & BeNeLux",
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    "description": "<h2>Overview</h2>\n<p><strong>Location</strong></p>\n<p>Anywhere in the EMEA where Atlassian has a legal entity. We're distributed-first, which means you design your work life around what matters to you — not a commute.</p>\n<p></p>\n<p><strong>Why This Role Exists</strong></p>\n<p>Atlassian is on a path from one-third to two-thirds enterprise revenue. That doesn't happen without a world-class Solutions Engineering team that can walk into the biggest, most complex deals across the Nordics and BeNeLux and change the way organizations work — forever.</p>\n<p></p>\n<p>We're looking for a <strong>Solutions Engineering Manager</strong> for our <strong>Nordics,</strong> <strong>Belgium, the Netherlands, and Luxembourg </strong>regions who wakes up energized by two things: <em>growing exceptional people</em> and <em>winning deals that matter</em>. You'll lead a team of SEs who don't just demo software — they architect outcomes, challenge assumptions, and help leading European enterprises reimagine how work gets done with Atlassian's System of Work.</p>\n<p></p>\n<p>If you love the intersection of technology, storytelling, strategy, and people leadership — keep reading. This one's for you. 🚀</p>\n<h2>Responsibilities</h2>\n<p><strong>Build & Lead a Team That Punches Above Its Weight</strong></p>\n<ul>\n <li><p>Hire, coach, and develop a diverse team of high-performing Solutions Engineers supporting Enterprise accounts across Sweden, Denmark, Norway, Finland, Belgium, the Netherlands, and Luxembourg</p></li>\n <li><p>Operate as a true <strong>player–coach</strong> — you're close enough to deals to add value, but focused enough on your people to multiply their impact</p></li>\n <li><p>Set the bar on both <em>attainment</em> (revenue influence) and <em>craft</em> (how we show up)</p></li>\n <li><p>Create real growth paths — whether that's toward Principal SE, management, or something we haven't invented yet</p></li>\n</ul>\n<p><strong>Win Complex Deals — Together</strong></p>\n<ul>\n <li><p>Partner with sales leadership on account strategy so your SEs land in the <strong>right deals at the right moments</strong></p></li>\n <li><p>Ensure your team delivers killer technical discovery, solution design, demos, POVs, and executive presentations that make customers say <em>\"finally, someone who gets it\"</em></p></li>\n <li><p>Drive value-based selling — business cases, ROI narratives, roadmap sessions — not feature tours</p></li>\n <li><p>Step into \"tip-of-the-spear\" cycles personally when the moment calls for it</p></li>\n</ul>\n<p><strong>Run a Tight Ship</strong></p>\n<ul>\n <li><p>Own the team operating rhythm: forecasting, deal reviews, coverage models, and SE impact metrics</p></li>\n <li><p>Use data to optimize where your team spends time — pipeline influence, win rates, product mix, cycle time</p></li>\n <li><p>Continuously improve core SE motions: discovery frameworks, demo patterns, POV templates, security plays, RFP responses</p></li>\n <li><p>Partner with peer SE leaders globally to keep execution consistent while honoring what makes the Nordics & BeNeLux market unique</p></li>\n</ul>\n<p><strong>Collaborate Like It's a Superpower</strong></p>\n<ul>\n <li><p>Lock arms with Sales leadership, Value Management, Product, Marketing, and Advisory teams</p></li>\n <li><p>Feed customer insights back to Product — you're the voice of the field</p></li>\n <li><p>Represent the SE perspective in GTM planning, QBRs, and strategic bets (AI/Rovo, Guard, cloud migration, platform plays)</p></li>\n</ul>\n<p><strong>Lead Through the AI Transformation</strong></p>\n<ul>\n <li><p>With AI, we are experiencing the most transformative time in our industry. To thrive in ambiguity, lead with curiosity and courage, drive innovation, and stay up to date with this fast-evolving technology will be key to success.</p></li>\n <li><p>Embed AI fluency into the team’s presales craft — from discovery and solution design to demos, POVs, and executive storytelling — so customers can clearly see what AI makes possible with Atlassian.</p></li>\n <li><p>Coach SEs to experiment responsibly with AI, share learnings quickly, and turn emerging capabilities into repeatable customer-facing plays that create measurable business value.</p></li>\n</ul>\n<p><strong>Raise the Bar in Enterprise Presales</strong></p>\n<ul>\n <li><p>Lead programs that scale beyond your team — playbooks, reusable assets, repeatable \"plays,\" process improvements</p></li>\n <li><p>Share best practices and raise the bar for SE craft across the global org</p></li>\n <li><p>Build something others want to copy</p></li>\n</ul>\n<h2>Qualifications</h2>\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 people-management track record leading SE or technical consulting teams</p></li>\n <li><p>Experience navigating complex, multi-stakeholder Enterprise deals — you know the buying dynamics, the procurement gauntlets, and how to build trust across cultures and time zones</p></li>\n <li><p>Experience working across multiple countries in the Nordics, BeNeLux, or broader EMEA region</p></li>\n <li><p><strong>People Leadership</strong> — You build teams people <em>want</em> to be on. Clear feedback, high expectations, genuine care.</p></li>\n <li><p><strong>Technical & Solution Depth</strong> — Strong grasp of SaaS, cloud architectures, integrations, and security/compliance. You can challenge your SEs on solution design, not just deal mechanics.</p></li>\n <li><p><strong>Commercial & Strategic Acumen</strong> — Comfortable in forecast and pipeline conversations. You think in systems: customer outcomes → System of Work → platform strategy → product roadmap.</p></li>\n <li><p><strong>Execution & Operations</strong> — You've introduced at least one team-level improvement that materially changed productivity or quality. Data-driven, CRM-disciplined, allergic to chaos.</p></li>\n <li><p><strong>Communication & Executive Presence</strong> — C-level ready. You translate fluently between business, technical, and value narratives. Clear writer. Confident facilitator.</p></li>\n <li><p><strong>Regional & Cultural Fluency</strong> — Thoughtful approach to working across the diverse business cultures of the Nordics and BeNeLux. Professional fluency in English required; additional regional language capability (Dutch, Swedish, Danish, Norwegian, Finnish, or French) is a strong plus.</p></li>\n</ul>\n<p><em>Ready to lead a team that's redefining what enterprise presales looks like in the Nordics & BeNeLux? Let's talk.</em> 💬</p>\n<p></p>\n<p><strong>More about our team</strong></p>\n<p>You’ll be working alongside a globally distributed SE team, speaking with large enterprise companies every day, and collaborating closely with our sales teams to provide an enterprise experience to our customers. We're a get s#!% done distributed team, built on Atlassian's core values. If this sounds like how you want to work, then we’re excited at the opportunity to have you join the team and help our company grow and change for the better.</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></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></p>\n<p>To learn more about our culture and hiring process, visit <strong><u>go.atlassian.com/crh</u></strong><strong>.</strong></p>\n<p></p>\n<p>#LI-SV2</p>",
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