Strategic Account Executive - Central/East

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:

Our Strategic Account Executives will prospect, qualify, pursue and close opportunities in the assigned Strategic accounts, using key enterprise sales strategies including: Developing trusted advisor level relationships with senior executives and other important decision makers and influencers. Using relationships to establish Elastic as the preferred partner and creating new business opportunities. Identifying account needs and crafting compelling cases for Elastic solutions. Creating deal strategies and orchestrating deal team efforts to progress opportunities. Driving successful business outcomes and unlocking additional opportunities.

What You Will Be Doing:

• Driving and Managing Sales Strategy - Acquire an in-depth understanding of customer strategies, needs, and organizational dynamics. Design targeted account plans to exceed revenue expectations while ensuring balanced growth. Cultivate relationships within new and existing customer accounts to effectively influence organizational strategy.
• Building Trust - Forge strong relationships by deeply understanding stakeholder needs and consistently delivering exceptional value through expert consultation, customized solutions, and flawless execution.
• Being Customer Focused - Maintain an active awareness of each account's growth plans, technological initiatives, and competitive environment. Regularly review publicly available information to stay abreast of industry trends and issues affecting your customer base.
• Providing Account Leadership - Develop and sustain dynamic account plans that outline strategies and identify new business opportunities. Lead account interactions, develop customer personas, and manage sales cycles while effectively using regional and cross-functional resources.
• Creating Business Proposals - Create comprehensive business plans tailored to customer priorities and challenges, supported by value justification, benchmarking, and return on investment data.
• Managing Pipeline - Employ a structured approach to maintain a fluid sales pipeline, collaborating closely with marketing, alliance partners, and distribution channels.
• Demonstrating Elastic Proficiency – Maintain a comprehensive working knowledge and understanding of all Elastic products and solutions to effectively meet customer needs.

What You Bring:

• Minimum 10 years experience in enterprise software sales for high-growth companies.
• Established track record of increasing B2B sales of high-tech solutions, specifically within Fortune 500 and large enterprise accounts.
• Demonstrated expertise in influencing and selling to C-suite executives on seven-to-eight-figure opportunities within premier enterprises.
• Excellent sales and presentation skills, supported by a consistent history of success.
• Exceptional ability to lead cross-functional teams across dispersed geographies.
• Recognized by customers as an authority in search technology and/or advanced machine learning and data analytics solutions.
• Holds a Bachelor’s degree or equivalent and possesses equivalent hands-on experience in the field.

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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 50/50 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

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

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• 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

Different people approach problems differently. We need that. 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 [contact via apply link]. We will reply to your request within 24 business hours of submission.

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)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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