The opportunity
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…
What you'll do
Own Your Number: Carry and consistently achieve a services bookings quota across a named portfolio of Enterprise accounts. Build and maintain a healthy, stage-accurate pipeline with strong forecast discipline in Salesforce.
Drive New Business: Proactively identify and originate services opportunities within existing accounts and new-to-services logos. You don't wait for the phone to ring—you map whitespace, uncover initiatives, and create demand.
Lead the Full Services Sales Cycle: Run discovery, lead solutioning sessions, develop Statements of Work, structure creative commercial arrangements (T&M, fixed-fee, milestone-based), negotiate terms, and close. You own this process end-to-end.
Sell Complex, Multi-Year Engagements: Architect and sell multi-phase, multi-million dollar programs tied to customers' largest transformation bets—modernization initiatives, platform migrations, security programs, and AI/analytics buildouts.
Activate and Expand Your Network: You bring an established book of executive relationships in the enterprise segment—and you put them to work. From day one, you leverage existing trust with CTOs, CIOs, CISOs, and SVPs of Engineering to open doors, accelerate pipeline, and land early wins. Over time, you deepen those relationships and expand your reach into new stakeholders within the accounts you own.
Partner with the Field: Work side-by-side with Account Executives and Solutions Engineers to co-develop account plans, align on services investment strategies, and present a unified value story to customers. You amplify—not duplicate—the field team. We are not order takers, but rather help shape the larger Elastic strategy with our customers.
What they're looking for
- Develop Compelling Business Cases: Lead ROI conversations and construct value frameworks that link Elastic's services investments to measurable customer outcomes—reduced time-to-value, improved MTTD/MTTR, lower operational costs, faster platform adoption.
- Shape Engagements for Delivery Success: Collaborate with Services Delivery leadership to scope engagements that are both winnable and deliverable. You set your customers and delivery teams up to succeed from day one.
- Contribute to Practice Growth: Share field intelligence on buyer patterns, competitive dynamics, and packaging gaps to help Elastic continuously sharpen its services offerings for the Enterprise market.
- A Proven Services Sales Track Record: 10+ years of quota-carrying professional services sales experience, with consistent attainment selling into enterprise or strategic/global accounts. You have personally originated and closed multi-million dollar services engagements.