Senior Manager, Solutions Engineering Strategic EMEA - DACH (German Speaking)

Responsibilities

• Lead, mentor, and inspire a growing team of Solutions Engineers, fostering a culture of excellence, innovation, and continuous learning in an AI-first sales environment.
• Develop and implement training programs that enhance the team's technical depth, AI fluency, and consultative sales skills — with a focus on delivering live value demonstrations over traditional presentations.
• Build and optimize scalable processes that support rapid growth, including structured DRI (Directly Responsible Individual) models that protect contributor focus and maximize field impact.
• Collaborate with senior leadership to define and execute a Solutions Engineering strategy aligned to the Strategic segment, with clear input into annual and quarterly planning cycles.
• Champion field-led feedback loops as a strategic input to product and GTM prioritization, ensuring SE insights are systematically surfaced to Product and Marketing teams.
• Identify and prioritize key market opportunities, with emphasis on cloud platform consolidation, AI adoption, and enterprise-wide Atlassian deployments.
• Lead high-impact sales pursuits across EMEA engaging Executive Architects, Directors, VPs, and C-suite stakeholders throughout the full customer lifecycle.
• Drive AI-led demo and value engineering capabilities within the team, enabling SEs to deliver personalized, data-driven presentations that resonate with executive buyers.
• Partner with Marketing to design effective pipeline generation activities in the Strategic segment, including account-based plays and new routes to market.
• Maintain a rigorous and structured feedback loop with Product teams, delivering prioritized field perspectives on roadmap investment through a repeatable, DRI-accountable model.

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