Director of Relationship Management, EMEA

About Valiantys 

Valiantys is the leading global consulting and services firm dedicated to Atlassian and accelerating business transformation. With unparalleled expertise, we support our customers across their entire project spectrum, digitising processes and modernising teamwork through the best Agile methods and tools. Bridging the gap between applications and strategic practices such as Enterprise Service Management, ITSM, Agile at Scale, Cloud Migrations, etc. 

The Assignment

We are seeking a highly motivated and experienced Director of Relationship Management for EMEA to join our team.

In this role, you will act as the key interface between Valiantys and Atlassian for the EMEA region, playing a crucial part in shaping and strengthening our partnership. Your focus will be on establishing and nurturing relationships, growing a channel sales motion, ensuring outstanding partner service, and fostering innovation. You will collaborate closely with Atlassian's senior leaders, Enterprise Advocates (EAs), and Valiantys teams to drive mutual success. Ideally based in Amsterdam, this role can also be remote in another European country with regular travel to Amsterdam and our other offices across Europe.

Things you will be working on 

· Help build and successfully execute the Atlassian relationship strategy for the EMEA region

· Establish and maintain trusted relationships with senior Atlassian and Valiantys leaders and individual contributors

· Be a change agent within Valiantys towards building the Atlassian partnership and individual relationships

· Act as the primary point of contact for Atlassian, particularly with Enterprise Advocates (EAs)

· Collaborate with and take direction from the Global Head of Relationship Management at Valiantys to execute tactical initiatives, such as account mapping and value presentations, and develop effective processes for working with local Atlassian teams

· Keep Atlassian stakeholders informed and engaged through regular communication and updates

· Facilitate communication within strategic accounts between Atlassian and Valiantys account managers

· Collaborate with Atlassian to identify leads and greenfield opportunities for growth

· Properly route Atlassian leads and identify the appropriate Valiantys resources to engage with prospective clients

· Execute cross-sell campaigns within existing accounts, working closely with practice leads in areas such as Agile, ITSM, and Cloud

· Provide prompt and accurate responses to inquiries from Atlassian, identifying and coordinating the necessary Valiantys resources to meet their needs

· Ensure seamless availability of all Valiantys resources to support Atlassian, fostering effective communication and collaboration between Valiantys personnel and Atlassian, with a particular focus on managing accounts and maximizing opportunities for mutual success

· Manage partnership interactions, including social engagement, online participation, and in-person events

· Actively participate in Atlassian Community Events (ACEs) to represent Valiantys and strengthen relationships

What you need to be successful 

· Minimum of 8 years of experience in business development, partnerships, or channel sales

· Bachelor's degree in business or a related field is preferred

· Proven experience in managing strategic partnerships

· Strong knowledge of IT and cloud-based technology

· Ability to navigate difficult conversations, solve complex problems, and effectively scale initiatives across a large organization and distributed teams

· Previously managed a portfolio of channel (and/or direct) business over $5 million. Additionally, experience with directly selling deals over $1 million is preferred

· Experienced in regular C-level interactions

· Excellent communication skills, with the ability to engage in high-level strategic discussions as well as drive tactical initiatives

· Must be fluent in both spoken and written English; proficiency in French, German, or Dutch would be a valuable asset

And you are….

· Proactive, sales-oriented, and customer-focused mindset, with an entrepreneurial spirit and the ability to work across multiple teams

· Self-motivated, capable of working independently with minimal supervision, as well as a team player and leader

· Capable of using strong influence and negotiation skills to effectively persuade stakeholders, fostering the adoption of new ideas, acceptance of viewpoints, and proactive action-taking to drive desired outcomes

· Able to establish working relationships with key leaders and stakeholders within both Valiantys and Atlassian

Location 

This role is fully remote and business travel may be required. Our location preference is United Kingdom, Germany or the Netherlands

Why should you apply? 

· We offer a competitive salary 

· You will be encouraged to complete all the certifications you need to do your job (subject related) 

· 25 days holiday 

· Private Healthcare 

· Pension Scheme

· Hardware of choice (MAC or PC) 

· Valiantys champions inclusive working practices and diversity. Whether to help you meet other commitments or to help you strike a great work-life balance, we’ll facilitate this wherever possible. We’re keen to ensure that we’re designing a company that works for everyone. 

At Valiantys we: Talk straight, share and take part, be mindful of what matters, make every interaction remarkable and never stand still! Sound like you? Why not join our growing team…

We are a Great Place To Work #greatplacetowork!