Job at a glance
Overview Working at Atlassian Atlassians can choose where they work – whether in an office, from home, or a combination of the two. That way, Atlassians have more control over supporting their family, personal goals, and other priorities. We can hire people in any country where we have a legal entity. 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