Services Account Executive, Strategic Accounts

Services Account Executive, Strategic Accounts at Elastic

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.

What is The Role:

Elastic’s Professional Services team works across all of our technologies and systems to deliver solutions for our customers. Our Services Account Executive, Strategic Accounts 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.

The Services Account Executive, Strategic Accounts must be a strategic problem solver with exceptional knowledge of strategic accounts, and cross-functional skills, demonstrate high energy and have strong sales management experience. The Services Account Executive, Strategic Accounts is responsible for earning the right to be a trusted advisor to the customer, with the primary goal of helping customers generate significant business value from their Elastic investment. This individual will be expected to understand and lead our customers throughout their lifecycle, driving adoption through sales activity for new and existing customers. This will include pipeline generation, delivering sales presentations to C-level clients, negotiating commercials and contracts, and overseeing delivery. Under Elastic’s co-sell model, you will collaborate deeply with our Sales and Customer Success teams. The primary measurement of success for this role will be 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
• 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 POV's

What You 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/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 Selling
• Strategic Account Management
• C-Level Relationship Building
• Professional Services Sales
• Pipeline Management
• Business Outcome Evangelism
• Territory Planning
• Cross-functional Collaboration
• Forecasting Accuracy
• Negotiation & Contracts