Atlassian · 2 hours ago
Principal AI Partner Solutions Lead
Washington, DC
Full-time
Hybrid
Lead/Staff
$197K/yr - $257K/yrAtlassian is a company that empowers teams to unleash their potential through innovative software solutions. They are seeking a Principal AI Partner Solutions Lead to drive AI initiatives, collaborate with partners, and enhance the Atlassian Partner ecosystem by developing strategic AI solutions and practices.
CollaborationEnterprise SoftwareSaaSSoftware
Responsibilities
Lead AI/ROVO Strategic Partner Plans: Leverage your technical AI expertise to build AI/ROVO solutions and adoption strategies with the partner ecosystem, collaborating with Customer Success, Strategy, and R&D organizations
Become an Atlassian AI/Rovo Solutions Expert: Establish yourself as a trusted authority in AI/ROVO and Atlassian Platform, enabling partners and customers to design scalable, efficient, and future-ready Atlassian AI solutions
Lead Global Practice Development with Solution Partners & SIs: Leverage your deep technical AI expertise to activate, engage, and scale Atlassian’s Cloud and Platform business with top-tier Solution Partners and System Integrators (SIs), driving customer success and accelerating sales
Develop Strategic AI/Solution Plans: Collaborate with Regional Managers and Partner Managers to design and execute targeted Platform and Cloud migration strategies, ensuring alignment with Atlassian’s growth objectives and customer transformation goals
Drive Business-Centric Solution Activation Plans: Build business case-driven AI Solution activation strategies in collaboration with partner managers, marketing teams, and other internal stakeholders to create a unified go-to-market approach with partners
Collaborate on AI/Rovo Adoption Plans: Work with partners to design and deliver customized solutions that increase AI/Rovo adoption plans and drive customer success across Atlassian’s platform
Provide Strategic Leadership: Guide partners to build packaged Atlassian Platform services, solutions, and go-to-market strategies that deliver measurable business value
Deliver Enablement and Thought Leadership: Collaborate with cross-functional teams across Atlassian to build and implement an integrated enablement model that helps partners accelerate their success with Atlassian products
Lead Solution Workshops: Facilitate workshops with partners to improve their understanding of the Atlassian Solutions, and work with enterprise sales teams to optimize co-selling motions
Champion Thought Leadership: Collaborate with partners on thought leadership initiatives to promote the Atlassian platform, sharing insights and driving innovation across the ecosystem
Qualification
Required
Deep experience in product, consulting, and sales, with a strong understanding of AI, Cloud Native Platforms
Proven success in Matrix Organizations: A history of building effective relationships in a matrixed organization, where cross-functional collaboration and partnering are key to success
Expertise in Solution Design & Pre-Sales: Experience in crafting and delivering solutions, designing proposals, and collaborating with internal and external teams to create compelling business cases
Consultative Selling & Business Insight: A results-oriented mindset with the ability to position value, calculate ROI, and guide partners to achieve their business goals through consultative sales techniques
Effective Communication Skills: You are equally comfortable presenting at the executive level, conducting hands-on workshops, and working with technology teams to ensure success
Continuous Learning: You are coachable and continuously strive to improve your skills, maintaining a high level of self-awareness and growth mindset
Accountability & Results-Driven: You have a strong track record of meeting or exceeding both sales and non-revenue performance metrics. Your sense of responsibility and execution is unmatched—you get things done
Preferred
Familiarity with the Atlassian Platform is highly preferred
Experience working directly with strategic partners will be a strong advantage
Benefits
Health and wellbeing resources
Paid volunteer days
And so much more
Company
Atlassian
Atlassian is a software company that offers proprietary software products for teamwork, project management, and software development.
Founded in 2002
10001+ employees
H1B Sponsorship
Atlassian has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (263)
2024 (184)
2023 (190)
2022 (259)
2021 (156)
2020 (162)
Funding
Current Stage
Public CompanyTotal Funding
$210MKey Investors
T. Rowe PriceAccel
2015-12-10IPO
2014-04-08Secondary Market· $150M
2010-07-14Series A· $60M
Leadership Team
Michael Cannon-Brookes
CEO and Co-Founder
Scott Farquhar
Co-Founder and Board Member
Recent News
The Motley Fool
2025-12-26
2025-12-21
Company data provided by crunchbase