Distribution Partner Manager (APAC)

Role overview

Atlassian is looking for a Distribution Partner Manager to help build its distribution channel across India and Southeast Asia. This is a ground-up role focused on choosing the right distributors, shaping the operating model, setting targets and incentives, and creating a repeatable system for recruiting, enabling, and progressing partners.

Working at Atlassian

Atlassian gives employees flexibility in where they work, including office-based, home-based, or a mix of both. The company is able to employ people in any country where it has a legal entity.

Key responsibilities

The position calls for a builder mindset and ownership of the channel strategy from launch to scale.

• Design and run a distribution-led pipeline engine that enables distributors to recruit, train, and activate partners who can generate qualified opportunities for Atlassian.
• Define pipeline and NNACV goals with distributors through MOUs, and connect milestone-based incentives to deal registrations, pipeline quality, and conversion performance.
• Drive steady deal activity by ensuring distributors and their recruited partners create registrations, qualify opportunities, and feed Atlassian’s sales process.
• Own forecasting for pipeline and channel contribution, and monitor progress across recruitment, activation, pipeline creation, and conversion so adjustments can be made quickly.
• Show the value of partners to the field by making it clear that distribution partners can accelerate pipeline and support account executives.
• Enable sell-with motion by training AEs, supporting account mapping, and improving lead flow between distributors, partners, and Atlassian’s field teams.
• Build early proof points that create confidence in co-selling, and highlight partner-sourced wins so field leaders see the channel as a reliable source of pipeline.
• Coordinate closely with Partner Sales Managers, Partner Solutions Architects, marketing, and enablement teams to give distributors the support they need to generate and close business.
• Select, assess, and onboard regional and global distributors that can recruit and activate Atlassian resellers across India and Southeast Asia at scale.
• Create a training-at-scale model with enablement and distributor teams, including train-the-trainer programs, pre-sales support, and post-sales coverage aligned to local time zones.
• Document the operating playbook so successful practices can be repeated, and measure distributors on recruitment, activation, maturity progression, and pipeline quality.

What success in this role looks like

• Partner-sourced pipeline grows quarter after quarter through the distribution channel.
• Deal registrations flow consistently from distribution-recruited partners into the sales motion.
• Sales teams in India and Southeast Asia actively work with distribution partners because they see clear business value.
• Partners move smoothly from onboarding to enablement to pipeline generation within set timelines.
• A documented operating model is created that can be replicated in other emerging markets.

Benefits and perks

Atlassian provides a broad benefits package to support employees, their families, and local community involvement. This includes health and wellbeing resources, paid volunteer days, and additional offerings.

About Atlassian

Atlassian’s mission is to help every team reach its full potential. Its products are built to support many kinds of work and make collaboration easier across the world.

The company values diverse perspectives and does not discriminate on the basis of race, religion, national origin, gender identity or expression, sexual orientation, age, marital status, veteran status, or disability status. Candidate information is handled confidentially under EEO guidelines.

Reasonable accommodations or adjustments can be provided during the hiring process. Candidates may share such needs with the recruitment team at any stage.

Additional information

To learn more about the company culture and hiring process, candidates are directed to Atlassian’s careers resources.