Distribution Partner Manager (APAC)

Job title: Distribution Partner Manager (APAC)

About the Role Distribution Partner Manager (APAC) will establish Atlassian's distribution channel in India and SE Asia from the ground up—selecting distributors, defining the operating model, deploying targets and incentives, and building a scalable engine for partner recruitment, activation, and maturity progression. This role requires a builder mindset and close collaboration with sales, marketing, and enablement teams.

What You'll Do

• 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.
• 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 We're Looking For

• Builder mindset with track record building distribution channels or partner ecosystems
• Experience establishing distribution networks in APAC, especially India and SE Asia
• Ability to design operating models, incentive models, and pipeline programs; experience with MOUs and milestone-based targets
• Data-driven and analytical, able to forecast pipeline and course-correct fast
• Strong cross-functional collaboration with Partner Sales Managers, Partner Solutions Architects, marketing, and enablement
• Ability to onboard and enable partners; train-the-trainer capabilities
• Excellent communication and relationship-building with field teams and distributors

Nice to Have

Compensation & Benefits

• 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.
• 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 about our culture and hiring process, visit our website.