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.
Elastic’s Professional Services team works across every technology and system to deliver solutions for our customers. Our Regional Services Partners (RSP) are essential to the growth of our Services business and play a crucial role in growing our practice, and you will have ownership of our customer's Services journey from pre-sales to go-live while building trusted customer relationships including C-level.
The RSP must be a strategic thinker with exceptional enterprise, commercial, and cross-functional skills, demonstrate high energy and have strong sales management experience. The RSP is responsible for earning the right to be a trusted advisor to the customer, with the primary goal of helping customers generate significant value from their Elastic investment. This individual will be expected to understand and manage our customers throughout their lifecycle, driving adoption through sales activity for new and existing customers; this will include pipeline generation and delivering sales presentations to C-level clients. 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 with our customers.
Responsibilities:
- Complete Elastic training and become an expert in our consulting methodologies and practices
- Evangelize Elastic’s ability to deliver business outcomes and our delivery methodology to our customers
- Exceed growth and bookings, ensure organizational health and customer satisfaction goals as a Engagement Manager
- Utilize industry expertise and business acumen 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
- Develop and manage 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 build relationships
- Be an integral part of hiring and mentoring new Engagement Managers
- Contribute to enhancing our delivery methodology, services practice, and industry POV's
Preferred Qualifications & Skills:
- 8+ years of consultative sales experience with a proven record of consistently exceeding quota
- 3+ 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/RFP
- Project/account management experience
- Team player with strong interpersonal skills
- Ability to thrive in a fast-paced, unpredictable environment
Leadership Qualities:
- PASSION: Passionate about Customer Success
- BEGINNERS 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 team player that everyone enjoys working with and has a generous heart
- TRUST: Trust the company’s core values
- ADAPTABLE: Excels in high levels of uncertainty and change
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/affirmative action employer committed to diversity, equity, and inclusion. 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 [email protected] 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 encryption software and technology that is subject to U.S. 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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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What We Do
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.
Why Work With Us
Free and open isn’t just how we build our products, it’s how we build our culture. We value creativity and mobility, so you can grow how (and where) you want to… and be happier at work.
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