Services Account Executive, Strategic Accounts

What is The Role: Services Account Executive, Strategic Accounts

Elastic’s Professional Services team works across all of our technologies and systems to deliver solutions for our customers. As a Services Account Executive, Strategic Accounts, you are crucial to the growth of our Services business and play an essential role in expanding 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 focuses on large strategic market segments and involves close partnership with Sales, Pre-Sales, VPs of Sales, and collaboration with Services team members. You must be a strategic problem solver with exceptional knowledge of strategic accounts, cross-functional skills, high energy, and strong sales management experience. The primary goal is to earn the right to be a trusted advisor to the customer, helping them generate significant business value from their Elastic investment. You will understand and lead customers throughout their lifecycle, driving adoption through sales activity for new and existing customers, including pipeline generation, delivering sales presentations to C-level clients, negotiating commercials and contracts, and overseeing delivery. Operating under Elastic’s co-sell model, you will collaborate deeply with our Sales and Customer Success teams. Success will be primarily measured by YOY growth in overall services bookings and customer satisfaction.

What You Will Be Doing:

• Complete Elastic training and become an authority in our consulting methodologies and practices.
• Evangelize 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 organizational 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 strong relationships 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 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 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/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: 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.

Key skills/competency:

• Consultative Sales
• Strategic Account Management
• C-Level Relationship Building
• Professional Services Sales
• Pipeline Generation
• Contract Negotiation
• Forecasting
• Co-sell Model Collaboration
• Business Value Creation
• Market Segment Growth