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
Technology Landscape Discovery: leading the effort to uncover, document and record a detailed understanding of the client’s current technology landscape across solution areas that are relevant to Elastic
Organizational Mapping: as a companion piece to the technology landscape, the Strategic Account Executive should also document and map the organizational counterpoints across lines of business, internal IT and economic buyers for the solution areas that are relevant to Elastic.
Customer Business Awareness: Actively understands each account’s strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer
Driving Sales Strategy: based upon the client’s business, current technology landscape, and company business drivers the Strategic Account Executive is expected to design a plan to win new “land” business as well as “expanding” the use of Elastic software, SaaS and services. account plans should attempt to ensure revenue target delivery and balanced growth.
Building Trust: Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)
Providing Account Leadership: Create & maintain actionable account plans to guide the development of strategies and identify new business opportunities. Lead account relationships, persona profiling, and sales cycles. Effectively utilize in region and cross-functional resources to satisfy global account customers and win new business opportunities
What they're looking for
- Leading Business Planning: Develop and deliver a comprehensive business plan to address customer's priorities and hurdles. Use value justification, benchmarking and return-on-investment data to support decision process
- Conducting Pipeline Planning: Follow a well-adapted approach to maintaining a rolling pipeline. Collaborate with support organizations including marketing, alliance partners and channels
- Demonstrating Elastic Technical Proficiency: Develop technical aptitude with Elastic solutions. Be proficient with a working knowledge and understanding across all Elastic products and solutions
- + years of experience in technology Sales in the Banking and Financial Services Industry
