Channel Manager, Atlassian Partnerships

AtSmartBear, we believe building great software starts with quality – andwe’rehelping our customers make that happen every day. Our solutionsbring visibility and automation to software development, making it easier for teams to deliver high-quality software faster.SmartBearis trusted by over 16 million developers, testers, and software engineers at 32,000+ organizations – including innovators like Adobe, JetBlue, FedEx, and Microsoft.

Channel Manager, Atlassian Partnerships

Accelerate revenue growth across the Atlassian ecosystem through strategic partner enablement

Grow
and scale
partnerships with Atlassian Solution Partners through partner recruitment,
structured
sales and technical enablement, co-
marketing
and co‑selling
activity
.

Be an advocate and leader for
Smartbear
across the Atlassian ecosystem in EMEA by
participating
in
Atlassian
community activity, active
participant
at Atlassian
regional
event
s
and thought leader
in solution areas across the Atlassian partner community

About the Role:

As the

Channel Manager for Atlassian Partnerships

, you will lead

SmartBear’s

regional

partner

activity

across

EMEA

. You will oversee and scale

the solution partner community using

channel

enablement team, driving readiness, certifications, co-selling motions, and partner marketing initiatives. You will accelerate Marketplace growth by

driving partner awareness, improving adoption, encouraging partner service

development

and strengthening the

SmartBear

presence in

region

Additionally, you will

advise on

regional partner program needs including

partner tiering, incentive models, and operational frameworks while

maintaining

strong alignment with product, marketing, and revenue leadership. In this role, you will serve as the primary steward of

EMEA partner

performance,

regional

coverage, and Marketplace KPIs, delivering strategic insights and recommendations to senior leadership.

We are looking for you if you have

5+ years of leadership experience in strategic partnerships, channel sales, or marketplace growth roles.
Deep understanding of the Atlassian ecosystem, including Solution Partner network and Marketplace dynamics.
Proven success building and scaling partner relationships that drive measurable revenue growth.
Strong communication, executive‑level presentation, and stakeholder‑influencing skills.
Experience designing enablement content, certifications, and training curricula.
Analytical mindset with the ability to interpret KPIs and use data to optimize partner performance.

Nice to have:

Existing relationships within the Atlassian Solution Partner community
Experience with SaaS marketplace business models (Atlassian, AWS, Salesforce, Microsoft, etc.)
Background in sales or sales engineering for developer or IT tools
Familiarity with
SmartBear's
product portfolio
Atlassian product certifications
Experience with partner relationship management (PRM) platforms

Why you should join theSmartBearcrew:

You can grow your career at every level.
We invest in your success as well as the spaces where our teams come together to work, collaborate, and have fun.
We love celebrating our SmartBears; we even encourage our crew to take their birthdays off.
We are guided by a People and Culture organization - an important distinction for us. We think about our team holistically – the whole person.
We celebrate our differences in experiences, viewpoints, and identities because we know it leads to better outcomes.

Did you know?

Our main goal at SmartBear is to make our technology-driven world a better place.
SmartBear is committed to ethical corporate practices and social responsibility, promoting good in all the communities we serve.
SmartBear is headquartered in Somerville, MA with offices across the world including Galway Ireland, Bath, UK, Wroclaw, Poland and Bangalore, India.
We’ve won major industry (product and company) awards including B2B Innovators Award, Content Marketing Association, IntellyX Digital Innovator and BuiltIn Best Places to Work.

SmartBearis committed to creating an inclusive workplace for employees where all individuals are treated with respect and dignity. We are an equal opportunity employer and make employment decisions based on merit, qualifications, and business needs. We do not discriminateon the basis ofrace, color, religion, sex, national origin, age, gender, disability, veteran status, sexual orientation, or any other protected status under applicable laws.We are dedicated to fostering a workplace that reflects a diversity of thought and experience as well as our values of being smart, open, driven, accountable, and curious.

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