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Working at Atlassian
Atlassians can choose where they work – whether in an office, from home, or a combination of the two. Interviews are conducted virtually, a part of being a distributed-first company. A part of onboarding activities may be conducted in person at our office.
To help our teams work together effectively, this role requires you to be located in Japan.
At Atlassian, we are on a mission to help our customers compete and win in the modern, digital economy. We have built a multi-billion-dollar, fast-growing software business with over 300,000 paying customers, hundreds of sales and implementation partners, and millions of users around the globe. Our culture is open, welcoming, collaborative, and passionately focused on our customers' success.
As an SMB Scaled Sales Associate (SSA) at Atlassian, your role encompasses a wide array of tasks. These include customer discovery, opportunity qualification, deal shaping, quoting, terms structuring, preliminary financial analysis, contract management, booking, and more.
Primarily conducted through digital channels like web meetings or emails, your focus is on serving small and medium-sized businesses (SMBs) in Japan. The SMB sector might not have a deep understanding of Atlassian and its products. Therefore, the Scaled Sales Associate (SSA) plays a crucial role in identifying important clients to drive revenue growth and nurturing customer relationships to facilitate business deals. These tasks are conducted in tight collaboration with our team of product experts and marketing professionals.
Responsibilities
What you'll do
Handling Atlassian’s core cloud products, clearly communicating the company's mission and the value each solution offers to customers.
Achieve the quarterly set sales target amount.
Drive the outbound strategy to pinpoint potential future clients and present the value propositions that Atlassian can offer in a customized format aligned with the customer's journey stage. This involves nurturing leads generated by the marketing department's Demand Generation efforts, strengthening customer interest, and converting them into actionable opportunities.
In the designated territory, engage with numerous customers mainly through web conferences, emails, and other communication channels. Address customer inquiries, gather potential challenges in their business operations, identify areas where Atlassian solutions can be applied, and discover business opportunities.
Collaborate with the Product Advocate (Pre-Sales Engineer) to address any technical questions or inquiries prior to completing a purchase.
Using SFDC, efficiently managing meeting logs, adding and advancing opportunities, and managing until closing.
Collaborating with Product Advocate, develop and deliver door-knocking content for exploring the New Logo.
Qualifications
Your Background
At least three years of experience at a B2B SaaS company as a Direct Sales Representative or Inside Sales Representative.
Having a clear understanding of the customer journey for cloud products and experience in capturing unspoken potential needs through conversations tailored to the customer's buying stage.
Proactively experience in planning and executing outbound strategies with the aim of acquiring new customers for BtoB SaaS products.
Having acquired the necessary technical knowledge of currently or formerly handling product and the ability to continuously update that knowledge.
Experience in clearly expressing customer questions that you are unable to answer yourself and escalating them to someone who can provide technical advice.
Experience in subscription sales of software licenses and being familiar with related concepts such as term adjustments, terms of use, and security policies.
Having good communication and stakeholder relationship - management skills
Requirements
BS/BA in Business, Economics, Finance, Operations or a related discipline
Native or business-level proficiency in Japanese. Ability to read and write in English (equivalent to TOEIC 740).
Knowledge of Salesforce, JIRA, Confluence, Cloud marketplaces (Good to have, but not all is required)
Our perks & benefits
Atlassian offers a variety of perks and benefits to support you, your family and to help you engage with your local community. Our offerings include health coverage, paid volunteer days, wellness resources, and so much more. Visit go.atlassian.com/perksandbenefits to learn more.
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