Head of Partners and Alliances - ANZ & India

Working at Atlassian

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Responsibilities:

Atlassian’s partner ecosystem is central to customer value, go-to-market execution, and growth. ANZ has strong foundations, while India offers significant headroom. This role will expand reach, deepen partner impact, and accelerate partner-led growth across both markets.

The Head of ANZ/India Partner & Alliances will lead a team of 6 to grow and diversify the ecosystem, onboard enterprise-capable partners, and increase the productivity and strategic value of existing relationships.

Why this role matters

• Expand ANZ’s established ecosystem while helping existing partners increase reach, capability, and contribution.

• Unlock India through scaled partners, Global Capability Centres, large enterprises, and enterprise services organisations.

• Balance recruiting the right new partners with activating and growing the current community.

What you’ll do

Grow and activate the ecosystem

• Recruit and onboard large-scale partners, including systems integrators, enterprise services firms, and strategic alliances.

• Define market-specific partner priorities and build onboarding, activation, and engagement models that drive fast, sustainable productivity.

• Help existing partners expand capabilities, improve planning and pipeline discipline, and participate in larger strategic opportunities.

Drive commercial performance

• Own partner contribution across sourced pipeline, teamed bookings, contribution, and seat growth.

• Build joint account mapping, co-sell, qualified deal flow, forecasting, and operating cadences that improve conversion and execution.

• Create compelling incentives for partners to invest in Atlassian practices, talent, certifications, and go-to-market activity.

Lead market growth

• Establish India as a scalable partner-led route to market, including a focused motion for Global Capability Centres and local delivery.

• Build on ANZ’s partner community and expand co-sell across priority accounts and sectors including Financial Services, Government, and Technology.

• Ensure ecosystem expansion is additive and supports a collaborative partner environment.

Lead the team and field integration

• Lead, coach, and develop a high-performing team of 6 across two distinct markets.

• Build strong interlocks with Sales, Customer Success, Partner teams, Marketing, and other field leaders.

• Embed partner strategy in territory planning, strategic pursuits, customer outcome plans, and executive governance.

What success looks like

• A broader, more diverse ecosystem with enterprise-capable partners successfully onboarded and activated across ANZ and India.

• Stronger growth, productivity, strategic alignment, and commercial contribution from existing partners.

• Greater partner participation in strategic customer opportunities and clearer evidence of improved customer outcomes.

• A high-performing team operating with clarity, pace, accountability, and commercial focus.

Qualifications:

What we’re looking for

• Significant partner, alliances, channel, or enterprise go-to-market leadership experience in technology or enterprise software.

• A track record recruiting, onboarding, activating, and growing large partners and existing ecosystems.

• Experience in ANZ and/or India, with strong commercial acumen across pipeline, forecasting, revenue motions, and executive planning.

• Experience leading distributed teams of approximately 5–10 people.

• Executive presence, strategic clarity, operational discipline, sound judgment, and the ability to influence senior stakeholders.

• A builder mindset, bias for action, resilience, curiosity, and passion for creating value for customers, partners, and Atlassian.

Why join this role

This is an opportunity to lead one of the most important partner growth roles in Atlassian's international business. You will inherit a strong foundation, a meaningful market opportunity, and a clear mandate to expand ecosystem reach while helping existing partners deliver even more impact. With a team of 6 and responsibility across two strategically important markets, this role offers the chance to shape how Atlassian grows through partners in ANZ and India.

Benefits & Perks

At Atlassian, we strive to design equitable, explainable, and competitive compensation programs. We follow consistent hiring practices and account for each candidate's skills, knowledge, and experience when setting base pay within the range.

This role may also be eligible for benefits, bonuses, commissions, and equity.

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 go.atlassian.com/perksandbenefits.

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.

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