Principal Partner Services Lead

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.

About the role

Our customers get the best outcomes when Atlassian Professional Services and our partners deliver together. As a Principal Partner Services Lead , you'll help make that happen at scale: creating new ways for us to deliver alongside partners, expanding what we can take on together, and removing the friction that gets in the way. You'll design, launch and run the programs behind it: subcontracting, joint solutions, partner services certification, partner assurance services and rules of engagement.

You'll own large programs end to end, with influence across regions. You'll work closely with Partner & Alliances, Sales, Finance, Legal, Procurement and our delivery teams. You'll be a trusted counterpart to partner executives and help turn new ideas into repeatable ways of working.

What you'll do

- Lead governed subcontracting programs. Design and run the model for partners delivering on Atlassian-contracted engagements: delivery structures, scope and quality controls, Professional Services oversight, and partner performance management. Work with Partner & Alliances to identify and select delivery partners, and with Finance, Legal and Procurement to keep engagements commercially sound and compliant.
- Shape and launch joint solutions. Work with partners to design repeatable joint offerings across the technical, services and commercial parts. This includes AI-enabled delivery approaches. Take each offering from concept to pilot to scale.
- Own partner services certification. Drive the program that certifies partner practitioners to Atlassian Professional Services delivery standards. Build the candidate pipeline with Partner & Alliances, facilitate learning, assessments and co-delivery with Professional Services teams, and make the final certification decision, using input from the architects who deliver alongside partners.
- Grow partner assurance services. Help build and run advisory services that partners can buy from Atlassian Professional Services to strengthen their own customer engagements.
- Champion the rules of engagement. Facilitate how Atlassian and partners work together on shared customers, and help resolve rules of engagement escalations. Be the connective tissue between Partner Managers, Partner Sales Managers, Sales and delivery teams, so everyone shows up as one team.
- Govern co-delivery quality. Partner with Engagement Managers and Implementation Project Managers, who lead day-to-day delivery, to oversee quality, partner health and escalations across partner-involved engagements.
- Represent the function in senior internal and partner-executive forums, and build trusted relationships with partner leadership.
- Codify and scale. Turn what works into playbooks, standards and enablement that other teams and partners can adopt.
- Mentor and multiply. Coach peers and help raise the bar for partner-led delivery across regions.
- Travel to build partnerships. Spend up to 30% of your time traveling within your region, and in some cases beyond it, for partner meetings, certification and enablement sessions, and internal events.

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.

Your background

- 8–12+ years of experience in SaaS professional services, consulting delivery, partner or alliance delivery, or program leadership, including 8+ years in customer- or partner-facing roles.
- Significant experience working with delivery partners, resellers or systems integrators, ideally including co-delivery or subcontracting arrangements.
- Proven ability to operate as a credible peer to partner and internal executives.
- Strong grasp of how services are sold and delivered: statements of work, fixed-fee and time-and-materials models, scope and change control, and partner contracting structures.
- A track record of standing up new programs or motions in ambiguous situations, not just running established ones.
- Strong operational rigor across multi-party delivery, and excellent cross-functional influence across Sales, Partner & Alliances, Legal, Finance and delivery teams.

Preferred qualifications

- Deep, hands-on expertise in Atlassian products (e.g., Jira, Confluence, Jira Service Management), ideally at or near solution architect level.
- Experience designing or delivering AI-driven or agentic solutions, for example using AI agents or Rovo to accelerate delivery.
- Familiarity with public sector customers, procurement and delivery requirements.
- Experience delivering enterprise-scale professional services across areas such as service management, work management, software teams or cloud transformation.
- Experience working across multiple regions and time zones.

Benefits & Perks

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 .

In line with local law, identity verification (which may include use of biometric data) is a condition of employment with Atlassian for employment fraud purposes.