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Head of Marketplace Sales

Madrid - Spain | Product Team | Full Time

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We’re currently looking for a Head of Marketplace Sales to lead a new team of inbound sales that will drive growth and revenue of our Atlassian marketplace apps, function as an internal customer advocate, and lead further development of our partner channel.

Our sales philosophy is based on helping our users get the most value from our Apps, and this role is crucial to making sure this happens. The Head of Marketplace sales will never cold-call customers! Our candidate will have the opportunity to work with many kinds of users, from startups to large organizations, non-profits, and other in between, helping them navigate licensing options, and ensuring that they get the most out of our Apps and Atlassian products. The focus in not only on finding the best solutions for our customers, but also on improving our Apps by constantly providing feedback and contributing to the App roadmap.

The Head of Marketplace Sales will be responsible for the design and execution of a plan to accelerate and scale our channels' growth, managing our current partners and expanding these alliances. Specifically, we’re looking for someone who can be an evangelist, create new strategic alliances, maintain and grow relationships with Atlassian Solution Partners and with our most important customers all over the world, prioritizing our main markets (USA, Germany and UK) and helping DEISER become Platinum/Gold vendor in the Atlassian marketplace.

What you'll do

  • Design and execute a deep strategic Partner Program for success based on partners' near-term and long-term strategies in order to achieve new alliances and nurture established relationships all over the world while prioritizing our most important markets in USA, Germany and UK.
  • Develop and execute a deep strategic Sales plan to meet or exceed sales & growth goals and turn DEISER into a Platinum/Gold vendor on the Atlassian Marketplace.
  • Manage relationships with key customers, including a regular cadence for communication, business planning sessions, tracking of activities in our CRM (Hubspot), and identifying further opportunities.
  • Work cross-functionally with product, marketing, CX, licenses and service teams to onboard partners, improve customer experiences, drive partner success, and develop ways to streamline go-to-market activities (e.g., webinars, roundtables, events) and through valuable content material, training and coaching.
  • Manage day-to-day communication with partners and maintain the health of partnerships by being their advocate within DEISER. Help internal product stakeholders evaluate and negotiate with Partners for strategic initiatives as needed.
  • Stay up-to-date with the latest news about the Atlassian Ecosystem and Marketplace, attending events regularly, creating a network of contacts both in the Partners and Vendors ecosystem and within Atlassian in order to establish lasting and stable relationships, identify opportunities and market trends, and take advantage of them.
  • Understand the extension, functionality and requirements of our Apps to identify and report weaknesses and opportunities and communicate closely with the development team providing valuable feedback to guide our Apps roadmap and their commercial strategy.
  • Track, analyze and communicate results metrics and trends as they relate to both sales and partners.
  • Identify and scale best practices across new and existing partners.
  • Design and manage meaningful dashboards and reports in Hubspot to evaluate both the strategies and the Partners’ performance.
  • You will travel internationally to visit our partners and customers and attend events.

Requirements:

  • We are looking for the right person, independently of a precise background. However, great candidates will probably have at least 5 years of experience in software B2B organizations, preferably in roles such as sales, business development, customer success, software implementation or comparable. Partnership channel management experience is vital.
  • Excellent verbal and written English communication skills.
  • Understand technology, business processes, and product lifecycles.
  • Experience in the technology sector required (SAAS or Apps experience preferred)
  • You have strong project management skills.
  • Comfortable working autonomously with minimal supervision.
  • You are highly skilled at working cross-functionally and build processes, communication and trust with Partners and internal stakeholders.
  • Ability to think creatively, make data-driven decisions, and work effectively across different teams to get things done.
  • Strong interpersonal skills and ability to influence internal teams to perform at a higher standard to ensure a world-class experience for our customers.
  • Data-driven and customer-centric mindset to make key business decisions through critical thinking and in-depth analysis.
  • You are willing to travel internationally as required.
  • Aligned to DEISER's core values, self-aware and with a positive, proactive attitude. You have a strong moral grounding and will not compromise on values under any circumstances.
  • Applicants must have a valid work permit for Spain.


Bonus Points for candidates who have...

  • Experience working within Atlassian Solution Parters or B2B SaaS Marketplaces, such as Salesforce or Microsoft Azure.
  • Familiarity with the Inbound Organization principles.
  • Current Software development trends knowledge is a plus, but not required.
  • Worked in a startup or started your own business; even if it crashed and burned, we are keen to understand what you learned from the experience.
  • Care about contributing to an amazing work culture and environment.
  • Experience using Hubspot (CRM, Sales), Jira, Confluence and Slack is an asset.
  • Good written and verbal Spanish language & communication skills.


What we offer

  • 26 paid days a year for vacations (24 free election days + December 24th and 31st).
  • Competitive Salary. If we believe that you are the person we are looking for, pay will not be a problem: we want you to be financially comfortable.
  • Flexible hours and untracked remote working days. The only limit is "common sense". (i.e. you should be here enough that we can tell you work here, and you should be getting your work done).
  • Wide selection of trainings, learning opportunities, language courses and other development opportunities to build a lasting career within DEISER.
  • Care about contributing to an amazing work culture and environment.
  • Experience using Hubspot (CRM, Sales), Jira, Confluence and Slack is an asset.
  • Good written and verbal Spanish language & communication skills.

Our core values

  • Conscious business. We're aware that people are our greatest asset; aware that economic results are only a part of success; aware that we must seek formulas that contribute to improve our society and our world.
  • Teamwork freedom. We don't believe in bosses who give orders behind their desks. The leadership, the involvement and the drive required to materialize our vision are connected with teamwork.
  • Chain of trust. Each of us has the autonomy to take her own decisions and learn from mistakes. We build a chain of trust, not command, and empower the team to own the results of our work.
  • People are unique. We support the styles, preferences, needs, desires and personal circumstances of each DEISER professional. It's our recipe for happiness at the office and beyond.
  • Spark positive change. We encourage each member of DEISER to have a positive influence in her activity, her relationships with others and her environment. That's why we support healthy habits among our employees and collaborate with social impact initiatives. Everybody grows: employees, customers, and our community.

As an open company, we rely on diversity of culture and thought to deliver on our goals. To ensure we can do that, we seek talented, qualified people in all our open positions regardless of race, color, sex/gender, including pregnancy, gender identity and expression, national origin, religion, sexual orientation, disability, age, marital status, citizen status, or any other protected classification under Spanish law.


About DEISER

DEISER is an Platinum Atlassian Solution Partner Enterprise and a Top Vendor in the Atlassian Marketplace. Based in Madrid, Spain, DEISER has just celebrated its 20th anniversary, and in 2019 we’re taking on the fresh and exciting challenge of transforming the entire organization around the philosophy of customer experience.

 

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