This role requires a builder mindset. The successful candidate will establish Atlassian's distribution channel in India and SE Asia from the ground up — selecting the right distributors, defining the operating model, deploying targets and incentives, and building a scalable engine for partner recruitment, activation, and maturity progression.

Pipeline Creation

Build a pipeline engine through distribution — design and deploy the model by which distributors recruit, enable, and activate partners who generate qualified pipeline for Atlassian.
Set pipeline targets with distributors — deploy NNACV and pipeline creation targets via MOU, with milestone-based incentives tied directly to deal registration volume, pipeline quality, and conversion.
Drive deal flow — ensure distributors and their recruited partners are generating deal registrations, creating qualified opportunities, and feeding pipeline into Atlassian's sales motion consistently.
Measure what matters — own pipeline and contribution forecasts for the distribution channel. Track partner recruitment → activation → pipeline creation → conversion at every stage. Use data to tell the story and course-correct fast.

Teaming & Partner Value

Prove partner value to the field — work relentlessly to demonstrate that distribution partners are force multipliers for AEs. Make it easy for field teams to see, trust, and lean into partner-sourced pipeline.
Embed partners into the sales motion — train AEs on sell-with for Distribution, drive account mapping and lead flow between distributors, their partners, and Atlassian's field teams. Make teaming the default, not the exception.
Build co-sell confidence — create visible wins early. Celebrate partner-sourced deals loudly. Ensure every field leader in India and SE Asia can point to distribution partners as a pipeline source they rely on.
Orchestrate cross-functional teaming — coordinate with Partner Sales Managers, Partner Solutions Architects, marketing, and enablement to surround distribution partners with the support they need to create pipeline and close deals together.

Building the Engine

Identify, qualify, and onboard distributors — select regional and global distributors with the reach and appetite to recruit and activate Atlassian resellers at scale across India and SE Asia.
Build a training-at-scale engine — partner with enablement and distributors to deliver train-the-trainer programs, pre-sales support, and post-sales coverage in local time zones — all in service of partners being able to create and progress pipeline independently.
Codify the playbook — document what works so it can be replicated. Give distributors a concrete playbook and measure them on partner recruitment, activation, maturity progression, and pipeline quality.

🎯 What Success Looks Like

Pipeline created — measurable, growing partner-sourced pipeline from the distribution channel quarter over quarter.
Deals sourced — deal registrations flowing consistently from distribution-recruited partners into Atlassian's sales motion.
Field confidence — AEs and sales leaders in India and SE Asia actively seeking out and teaming with distribution partners because they see the value.
Partner activation — partners progressing from onboarded → enabled → pipeline-generating within defined timelines.
Scalable model — a documented, repeatable operating model that proves distribution works and can be extended to other emerging regions.