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Principal Value Advisor, Value Management Office

June 24, 2026

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 The Value Management Office exists to infuse all interactions and engagements towards the fulfillment of the customers’ strategic business needs with joint ownership of their long term success Core Principles <ul><li>Facts, structure, depth, and perspective are words to live by</li><li>Own and defend the customers’ business outcomes at every stage of the cycle</li><li>Position and pursue strategic and courageous engagements together with customers</li><li>Play the long game with internal and external stakeholders (“always leave them better than you find them”)</li><li>Create beautiful work</li><li>Think and execute like a practice ~ repeatable success </li><li>Be the tip of our strategic and enterprise motion and lead the formation of narratives that drive Atlassian forward </li></ul>Overview Of Role As a Principal Value Advisor in Atlassian’s Value Management Office (VMO), you will shape and deliver strategic value engagements with customers. You will define the value proposition of Atlassian solutions for customers, drive innovation, and set the standard for craft excellence and customer-centricity across the organization. This is a highly influential individual contributor role that plays a key role within the Atlassian team focused on driving customer success. Key Responsibilities Customer Focus & Relationship Building <ul><li>Engage with senior customer executives to develop a deep understanding of customer organizations, business processes, and strategic objectives.</li><li>Build influential, personalized relationships with key decision-makers, shaping decision-making and driving for customer success.</li><li>Work as a key part of the Atlassian team to create tailored solutions that provide customers with significant value and a competitive advantage. </li></ul>Financial Acumen & Value Articulation <ul><li>Rapidly interpret customer industry, strategy, financial data to identify trends and opportunities.</li><li>Develop comprehensive business cases for both clear and ambiguous situations, and clearly communicate value to customers and stakeholders.</li><li>Develop metrics to support adoption and realization of value. </li></ul>Critical Thinking & Solution Development <ul><li>Synthesize complex data and information to uncover root causes and develop holistic, innovative solutions.</li><li>Demonstrate advanced discovery skills to uncover value drivers for customers. </li></ul>Storytelling & Executive Communication <ul><li>Consistently produce high-caliber, executive-level storylines and presentations.</li><li>Deliver compelling, concise content and visuals to amplify business cases and proposals.</li><li>Demonstrate poise and confidence with C-level executives, handling objections and driving alignment. </li></ul>Driving Innovation <ul><li>Contribute to the design and development of new VMO solutions and offerings, ensuring successful implementation and integration.</li><li>Lead the conceptualization and implementation of practice level strategic initiatives to support Atlassian strategy </li></ul>Collaboration & Influence <ul><li>Build trust and collaborate across cross-functional boundaries, driving alignment between teams on common goals focused on customer success.</li><li>Influence internally and externally as a trusted advisor to sales leadership and customers. </li></ul>Knowledge Sharing & Thought Leadership <ul><li>Actively develop thought leadership that articulates the value of Atlassian solutions for customers.</li><li>Support the enablement of field teams around Value Based selling.</li><li>Mentor and coach junior team members, fostering a culture of collaboration, learning and development. </li></ul>Travel up to 15-20% will be required for this role. Expect customer-facing travel for onsite customer meetings within your territory, as customer demand for in-person meetings grows. Must Have <ul><li>7+ years of experience in value consulting, management consulting / strategy consulting, quantitative research and analysis, with exposure to cloud technologies and digital transformation initiatives</li><li>Prior experience in consulting, value consulting, or in relevant roles within Government & Public entities </li><li>Extensive experience in value management and proven track record of leading complex, cross-functional engagements across a broad range of customer industries.</li><li>Mastery in financial modeling, business case development, and value articulation at the customer executive level.</li><li>Exceptional communication, executive storytelling, presentation and stakeholder management skills.</li><li>Demonstrated ability to drive innovation, influence senior leaders, and foster collaboration in complex environments.</li><li>Recognized as a thought leader and mentor, with a commitment to knowledge sharing and driving operational excellence.</li><li>Demonstrated commitment to build, operationalize, and exemplify the practice operating model </li><li>Desire and drive to create value management infrastructure through customer engagements to drive Atlassian’s sales transformation </li></ul>Qualifications 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. Please visit go.atlassian.com/payzones for more information on which locations are included in each of our geographic pay zones. However, please confirm the zone for your specific location with your recruiter. This role may also be eligible for benefits, bonuses, commissions, and equity. Role In the United States, we have three geographic pay zones. For this role, our current base pay ranges for new hires in each zone are: Zone A: $224,100 - $292,575 Zone B: $201,600 - $263,200 Zone C: $186,300 - $243,225 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 .

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Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...