Strategic Account Executive - Observability

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 is searching for an Observability Enterprise Account Executive to expand our Enterprise and Strategic customer accounts.

Our Observability Enterprise Account Executives work as overlay contributors, partnering with sales teams who are passionate about building new business and growing the Elastic Observability footprint within Strategic Accounts Segment. They ensure our customers successfully implement and adopt Elastic Observability solutions (including Log Monitoring, Application Performance Monitoring (APM), Infrastructure Monitoring, and Unified Observability) across their organization. Are you ready to help users tackle their most complex challenges with the power of search and observability? If so, we’d love to hear from you!

What You Will Be Doing:

• Building awareness and driving demands for Elastic observability solutions within new Enterprise accounts, by acting as player/coach for Regional Enterprise Account Executives and customers derive value from their data sets
• Working collaboratively with the Elastic SA's on account planning, strategy as well as creative projects that will generate sales leads
• Serving as an evangelist for our Elastic O11y offerings while communicating and demonstrating the capabilities of our commercial features
• Act as a player/coach to the regional sales team to collaborate and teach the sales team how to successfully sell Elastic O11y
• Collaborating across Elastic O11y Product and Engineerings teams to stay on top of Elastic offerings and to build internal relationships to ensure customer success
• Working thoughtfully with regional sales teams and customers to identify new business opportunities, managing through the sales cycle and closing sophisticated transactions
• Working with regional teams to reply to customer request for quotes and proposals
• Serve as a mentor for all customer Elastic O11y proof of concept/value engagements
• Deliver Elastic O11y customer whiteboard, roadmap, product presentations and work closely with regional Solutions Architect teams to collaborate on Elastic O11y demos
• Engage with regional sales leadership to report on team observability opportunities and participate in team calls
• Collaborate with regional marketing teams on webinars, workshops, to help drive Elastic observability pipeline

What You Bring:

• 10+ years of high achievement selling enterprise platform solutions into one of the following markets (APM, observability, monitoring, data analytics, or data management).
• Ability to adapt and excel in a fast paced, flexible environment.
• A track-record of success selling to CIOs, CTOs, and Enterprise DevOps teams in the Fortune 5000, demonstrated by overachievement of quota and strong customer references
• Consultative sales approach – ability to challenge companies/businesses to think differently
• Self-starter able to work independently but also team oriented – work together, win together demeanor
• Success running the entire sales cycle from lead generation to close with a disciplined approach / methodology (MEDDPICC, MEDDIC, Challenger, Sandler, etc)
• Comfortable in an overlay team selling role working in close collaboration with a Core Sales Team as a partner
• Strong presentation skills and ability to strategically interact with technical customers as well as executive decision makers
• The ability to establish relationships and credibility with both internal sales teams and external customers.
• Work with regional team to deliver predictable and accurate forecasting capabilities using SFDC
• An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day
• Experience selling into the Enterprise accounts included in this territory

Bonus Points:

• Experience selling observability, monitoring, APM or logging tools.

If you're eager to contribute to the world of Search Analytics and thrive in solving sophisticated problems through the power of AI-driven search, Elastic wants to hear from you!

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