Services Account Executive Strategic Accounts

About Elastic, the Search AI Company

Elastic, the Search AI Company, empowers individuals and organizations to find the answers they need in real time, leveraging all their data at scale. The Elastic Search AI Platform, trusted by over 50% of the Fortune 500, combines the precision of search with the intelligence of AI to accelerate critical results. By utilizing both structured and unstructured data, and ensuring robust security and protection of private information, Elastic’s comprehensive, cloud-based solutions for search, security, and observability enable organizations to fully realize the promise of AI.

The Role: Services Account Executive Strategic Accounts

Elastic’s Professional Services team delivers solutions across all of our technologies and systems. As a Services Account Executive Strategic Accounts, you will be crucial to the growth of our Services business and play an essential role in expanding our practice. You will oversee our customer's Services journey from pre-sales through launch, fostering trusted customer relationships, including with C-level sponsors. This role specifically focuses on large strategic market segments, requiring close partnership with Sales, Pre-Sales, VPs of Sales, and collaboration with other Services team members.

You must be a strategic problem solver with exceptional knowledge of strategic accounts, strong cross-functional skills, demonstrate high energy, and possess robust sales management experience. The primary goal is to earn the trust of customers, acting as a trusted advisor to help them generate significant business value from their Elastic investment. You will understand and guide customers throughout their lifecycle, driving adoption through sales activities for both new and existing accounts, which includes pipeline generation, delivering C-level sales presentations, negotiating commercials and contracts, and overseeing delivery. Operating within Elastic’s co-sell model, you will collaborate deeply with our Sales and Customer Success teams. Success in this role is primarily measured by year-over-year growth in overall services bookings and customer satisfaction.

What You Will Be Doing

• Complete Elastic training to become an authority in our consulting methodologies and practices.
• Evangelize Elastic’s capability to deliver business outcomes and our delivery methodology to customers.
• Apply industry expertise and business insight to understand customer motivations, business drivers, strategic goals, objectives, and desired business outcomes.
• Engage customers, especially C-Level executives, using a consultative selling approach to establish yourself and Elastic as a long-term trusted advisor.
• Create a compelling vision and clearly communicate our transformative solutions to generate significant success and business value from a customer's investment in the Elastic Stack.
• Exceed growth and bookings targets, ensure organizational health, and drive customer satisfaction.
• Develop and manage a territory plan and a personalized account plan for each customer, aligning with their business goals.
• Forecast accurately and timely, build a robust pipeline, and progress opportunities to deliver year-over-year growth.
• Cultivate strong relationships with the Sales, Customer Success organization, and regional Alliances/Partner organizations crucial for success within a co-sell model.
• Be an integral part of hiring and mentoring new Services Sales Partners.
• Contribute to enhancing our delivery methodology, services practice, and industry Points of View.

What You Bring

• 10+ years of consultative sales experience with a proven record of consistently exceeding quota.
• 5+ years of 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, establishing yourself as a trusted advisor.
• Experience growing accounts with large and complex pursuits ($M+).
• Highly collaborative and adept at excelling in complex, matrixed environments.
• Experience in creating outstanding responses to functional and technical elements of RFIs/RFPs.
• 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.
• BEGINNER'S 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: Trusts the company’s core values and has the ability to build trust with everyone you work with.
• ADAPTABLE: Excels in high levels of uncertainty.

Key skills/competency

• Consultative Sales
• Professional Services Sales
• Strategic Account Management
• C-Level Relationship Management
• Pipeline Generation
• Contract Negotiation
• Co-sell Model Collaboration
• Customer Satisfaction
• Business Development
• Elastic Search AI Platform