Director, Business Value Advisory

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Overview

We're looking for a talented, passionate individual to help grow our Business Value Advisory practice. This person will lead a scaling team, developing insights into large enterprises and shaping customer change agendas. The role involves coaching, cross-functional partnering, influencing transformational programs, and steering projects. The team will work with our sales organization and channel partners to accelerate customer decisions, improve win rates, and increase deal size through tailored financial models and compelling C-level value articulation.

We can hire from anywhere in The United Kingdom.

Responsibilities

Your role in leading the team will focus on coaching effectively to grow the team's impact, partnering cross-functionally for successful execution, influencing and contributing to transformational programs, scoping and steering projects for your team to lead that contribute to maturing the BVA practice and other transformational programs.

You will utilise your extensive knowledge and experience in building/managing teams and consultative value discovery, industry research, and financial modelling to amplify the team's impact as the organization evolves to be a trusted partner to our largest customers.

In this role, you'll get to:

• BUILD
  • Hire, onboard and coach a team of BVA's.
  • Be an important part of scaling the practice, which is designed to mature our engagement with our largest, most strategic customers by overlaying our field teams with business value subject matter expertise.
  • 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.
  • Scale our high touch practices via approachable methods in the field by all the sales actors leveraging a common value platform (COTS, not home grown)
• 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 & AI Sales at Atlassian and into the Global Solution 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 ~1-2x per year could require international travel to other major geographies (ie. APAC or AMER). Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows.

Qualifications

What are we looking for?

• 10+ 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
• 4+ years of management experience
• Experience executing scaling strategies via behavior change management
• 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
• Able to bring clear structure in complex situations and to confidently navigate ambiguity
• Strong and thoughtful storyteller to craft and communicate to CxOs
• Professional-level fluency in English

Nice to have:

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