Strategic Account Executive- Banking and Financial Services

Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.

Elastic is searching for a Strategic Account Executive to manage a subset of prominent Enterprise Level Banking and Financial Services accounts. The ideal candidate will have prior experience selling complex technology solutions to large, distributed, Financial Services clients across IT, Shared Services, Line of Business and Senior Level Executive buyers.  

Our Strategic Account Executives will prospect, qualify, pursue, develop and close strategic software and SaaS opportunities in assigned Fortune 250 accounts. They will develop trusted advisor level relationships with senior executives and other important decision makers and influencers, and utilize these relationships to establish Elastic as the preferred partner and create new business opportunities. Additional responsibilities will include identifying account needs and creating compelling business cases for Elastic solutions to those needs, and developing a Strategic Plan to share with internal team members, and creating coherent deal strategies and orchestrating internal team efforts to progress opportunities.

What You Will Be Doing:

• 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 customerDriving 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
• 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

Role Requirements: 

• 10-15+ years of experience in technology Sales in the Banking and Financial Services Industry
• Proven track record working with large, Global Financial Services organizations as either the Global Account Manager or Strategic Account Manager
• Experience leading complex deal negotiations across a similar type of software and SaaS solu