About the role

The Sales Specialist – Service Management & Work Management is responsible for helping customers transform how work is coordinated, services are delivered, and organisations operate at scale.

This role acts as a specialist advisor focused on Enterprise Service Management, Work Management, Workflow Automation, AI-enabled Operations and Atlassian Cloud transformation.

This role requires a deep understanding of organisational operating models, service delivery frameworks and business process transformation.

The Sales Specialists work alongside Strategic Account Managers and partner teams to identify opportunities, shape customer transformation programmes and lead complex specialist engagements.

A successful Sales Specialist is recognised as a trusted advisor in service and operational transformation, helping customers modernise service delivery, improve organisational productivity, accelerate cloud adoption and unlock measurable business outcomes.

What you'll be doing

Specialist Pipeline Generation & Market Development

• Create and develop a specialist sales pipeline aligned to service management, work management and operational transformation initiatives.

• Identify, qualify and pursue opportunities across IT Service Management (ITSM), Enterprise Service Management (ESM), Work Management, Workflow Automation, AI-assisted Operations, Atlassian Cloud Transformation and Business Process Optimisation.

• Develop customer-specific hypotheses, transformation opportunities and executive points of view that align business challenges with strategic outcomes.

• Build and execute territory and account plans that drive sustainable pipeline growth and specialist revenue opportunities.

• Collaborate with Strategic Account Managers and Partner Managers to uncover opportunities within existing and prospective customers.

Customer Advisory & Transformation Consulting

• Engage with CIOs, COOs, Service Leaders, Transformation Leaders and other executive stakeholders to understand organisational priorities and challenges.

• Lead discovery workshops, value assessments and maturity assessments to identify opportunities for operational improvement and service transformation.

• Analyse customer operating models, service delivery processes and organisational bottlenecks to uncover improvement opportunities.

• Develop business cases, transformation roadmaps and outcome-based recommendations that support customer decision-making.

• Act as a trusted advisor, helping customers modernise service delivery, improve organisational productivity and accelerate digital transformation initiatives.

Opportunity Leadership & Sales Execution

• Own specialist sales opportunities from qualification through to successful closure.

• Apply MEDDPICC qualification methodology to ensure opportunity quality, forecasting accuracy and deal progression.

• Lead complex sales engagements involving multiple stakeholders, business units and technical requirements.

• Build compelling commercial proposals, transformation propositions and value-based business cases.

• Coordinate internal resources, including Strategic Account Management, Pre-sales, Delivery and Practice teams to create winning customer solutions.

• Conduct commercial negotiations and support contract discussions to achieve successful customer outcomes.

Partner Ecosystem Development

• Develop strategic relationships with Atlassian and broader ecosystem partners to drive joint pipeline creation and revenue growth.

• Execute co-sell motions and identify partner-led opportunities within target markets.

• Collaborate on joint go-to-market initiatives, campaigns and customer engagement strategies.

• Establish strong relationships with partner sales, solution engineering and leadership teams to maximise market impact.

Thought Leadership & Market Presence

• Maintain deep expertise in Service Management, Enterprise Service Management, Work Management, Workflow Automation, AI-enabled Operations and Cloud Transformation.

• Act as a recognised subject matter expert and trusted voice within customer engagements and industry discussions.

• Support customer events, executive briefings, webinars and industry forums.

• Develop market-facing insights, thought leadership content and points of view that position the organisation as a leader in operational transformation.

• Stay current with emerging industry trends, competitive developments and evolving customer challenges.