Elastic
Services Account Executive (Strategic Accounts)
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale—unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data—securing and protecting private information more effectively—Elastic’s complete, cloud‑based solutions for search, security, and observability help organizations deliver on the promise of AI.
Elastic’s Professional Services team works across all of our technologies and systems to deliver solutions for our customers. The Services Account Executive is crucial to the growth of our Services business and plays an essential role in growing our practice. You will have ownership of our customer’s Services journey from pre‑sales to launch while building trusted customer relationships, including C‑level sponsors.
This role will focus on large strategic market segments and will partner closely with Sales, Pre‑Sales, VP’s of Sales, and collaborate closely with Services team members.
What You Will Be Doing
Complete Elastic training and become an authority in our consulting methodologies and practices
Evangelise Elastic’s ability to deliver business outcomes and our delivery methodology to our customers
Apply industry expertise and business insight to understand a customer’s motivation, business drivers, strategic goals and objectives, and desired business outcomes
Engage customers, especially C‑Level, using a consultative selling approach that positions Elastic and yourself as a long‑term trusted advisor relationship
Create a compelling vision and clearly communicate our transformative solutions with the goal of generating significant success and business value from a customer’s investment in the Elastic Stack
Exceed growth and bookings targets, ensure organisational health, and drive customer satisfaction
Develop and lead a territory plan and a personalized account plan for each customer, which aligns with their business goals
Forecast accurately and timely, build a pipeline, and progress opportunities to deliver YOY growth
Form a strong relationship with the Sales, Customer Success organization, and regional Alliances/Partner organizations that are instrumental to success. You should be able to operate in a co‑sell model, collaborate, and establish relationships
Be an integral part of hiring and mentoring new Services Sales Partners
Contribute to enhancing our delivery methodology, services practice, and industry POVs
What You Will Bring
10+ years of consultative sales experience with a proven record of consistently exceeding quota
Of which, 5+ years experience selling and/or delivering professional services for a strategic consulting firm, large scale system integrator, or professional services unit within a software company
Demonstrated ability to develop and maintain C‑level relationships where you are recognized as a trusted advisor
Experience growing accounts with large and complex pursuits ($M+)
Highly collaborative and excels in a complex, matrixed environment
Experience in creating outstanding responses to functional and technical elements of RFIs/RFP
Project/account management experience
Team player with strong interpersonal skills
Ability to thrive in a fast‑paced, dynamic environment
Leadership Qualities:
PASSION: Passionate about Customer Success
BEGINNERS MIND: Always learning, approaches each interaction with an open mind, a great listener, and hands‑on
THOUGHT LEADER: Strong point of view and executive presence. Confident, but not arrogant, a great storyteller
URGENCY: Ability to move fast and drive business value and results
TEAM PLAYER: A great teammate that everyone enjoys working with and has a generous heart
TRUST: Trust the company’s core values and have the ability to build trust with everyone you work with
ADAPTABLE: Excels in high levels of uncertainty
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On‑Target Earnings (OTE). On‑Target Earnings (OTE) are based on a 80/20 pay mix (base salary / target variable).
The typical starting OTE range for new hires in this role is: $165,800—$262,300 USD.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company‑matched 401k with dollar‑for‑dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well‑being.
Additional Information - We Take Care Of Our People
Competitive pay based on the work you do here and not your previous salary
Health coverage for you and your family in many locations
Ability to craft your calendar with flexible locations and schedules for many roles
Generous number of vacation days each year
Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
Up to 40 hours each year to use toward volunteer projects you love
Embracing parenthood with minimum of 16 weeks of parental leave
Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co.
Applicants have rights under Federal Employment Laws. View posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster; and Know Your Rights (Poster).
#J-18808-Ljbffr
Elastic’s Professional Services team works across all of our technologies and systems to deliver solutions for our customers. The Services Account Executive is crucial to the growth of our Services business and plays an essential role in growing our practice. You will have ownership of our customer’s Services journey from pre‑sales to launch while building trusted customer relationships, including C‑level sponsors.
This role will focus on large strategic market segments and will partner closely with Sales, Pre‑Sales, VP’s of Sales, and collaborate closely with Services team members.
What You Will Be Doing
Complete Elastic training and become an authority in our consulting methodologies and practices
Evangelise Elastic’s ability to deliver business outcomes and our delivery methodology to our customers
Apply industry expertise and business insight to understand a customer’s motivation, business drivers, strategic goals and objectives, and desired business outcomes
Engage customers, especially C‑Level, using a consultative selling approach that positions Elastic and yourself as a long‑term trusted advisor relationship
Create a compelling vision and clearly communicate our transformative solutions with the goal of generating significant success and business value from a customer’s investment in the Elastic Stack
Exceed growth and bookings targets, ensure organisational health, and drive customer satisfaction
Develop and lead a territory plan and a personalized account plan for each customer, which aligns with their business goals
Forecast accurately and timely, build a pipeline, and progress opportunities to deliver YOY growth
Form a strong relationship with the Sales, Customer Success organization, and regional Alliances/Partner organizations that are instrumental to success. You should be able to operate in a co‑sell model, collaborate, and establish relationships
Be an integral part of hiring and mentoring new Services Sales Partners
Contribute to enhancing our delivery methodology, services practice, and industry POVs
What You Will Bring
10+ years of consultative sales experience with a proven record of consistently exceeding quota
Of which, 5+ years experience selling and/or delivering professional services for a strategic consulting firm, large scale system integrator, or professional services unit within a software company
Demonstrated ability to develop and maintain C‑level relationships where you are recognized as a trusted advisor
Experience growing accounts with large and complex pursuits ($M+)
Highly collaborative and excels in a complex, matrixed environment
Experience in creating outstanding responses to functional and technical elements of RFIs/RFP
Project/account management experience
Team player with strong interpersonal skills
Ability to thrive in a fast‑paced, dynamic environment
Leadership Qualities:
PASSION: Passionate about Customer Success
BEGINNERS MIND: Always learning, approaches each interaction with an open mind, a great listener, and hands‑on
THOUGHT LEADER: Strong point of view and executive presence. Confident, but not arrogant, a great storyteller
URGENCY: Ability to move fast and drive business value and results
TEAM PLAYER: A great teammate that everyone enjoys working with and has a generous heart
TRUST: Trust the company’s core values and have the ability to build trust with everyone you work with
ADAPTABLE: Excels in high levels of uncertainty
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On‑Target Earnings (OTE). On‑Target Earnings (OTE) are based on a 80/20 pay mix (base salary / target variable).
The typical starting OTE range for new hires in this role is: $165,800—$262,300 USD.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company‑matched 401k with dollar‑for‑dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well‑being.
Additional Information - We Take Care Of Our People
Competitive pay based on the work you do here and not your previous salary
Health coverage for you and your family in many locations
Ability to craft your calendar with flexible locations and schedules for many roles
Generous number of vacation days each year
Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
Up to 40 hours each year to use toward volunteer projects you love
Embracing parenthood with minimum of 16 weeks of parental leave
Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co.
Applicants have rights under Federal Employment Laws. View posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster; and Know Your Rights (Poster).
#J-18808-Ljbffr