Principal Business Value Advisor

6 months ago

Sydney, Australia Atlassian Full time

Overview:
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 APAC 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.

**Responsibilities**:
You will be partnering closely with Enterprise Sales, Solution Engineering, Advisory Services and Marketing 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. You will utilise your extensive knowledge and experience in consultative value discovery, industry research, and financial modelling to deliver exceptional value in customer engagements through prescriptive insights and employing best-practice methodologies.

**In this role, you’ll get to**:

- BUILD
- 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 Sales function, collaborating with teams around the world. Travel up to 15-20% may be required for this role. Expect to travel ~4-6x per year to internal events like sales kickoffs and team events, of which ~1-2 per year could require international travel to other major geographies (ie. EMEA or AMER). Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.

Qualifications:

- 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 organisation
- 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
- Professional-level fluency in English
- Based in Australia or New Zealand

**Nice to have**:

- Familiarity with Atlassian's solutions
- Experience with workflow management tools, service management tools or collaboration tools
- Other APAC languages a plus

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