National Account Manager (R5637)

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At Elastic, we see endless possibility in a world of endless data. And we use the power of search to help people and organizations turn that possibility into results. Elastic is the leading platform for search-powered solutions. With solutions in Enterprise Search, Observability, and Security, we help improve customer and employee search experiences, keep critical applications running smoothly, and protect against cyber threats. Elastic enables organizations worldwide to use the power of Elastic, including Netflix, Uber, BBC, Microsoft, and thousands of others.

Elastic was built on a foundation of being free and open, which trickles down to how we work. We’re a distributed organization and have been from the beginning. Being distributed isn’t just a way of doing business—it’s a mentality that is at the core of our culture.

In partnership with a Global Account Manager, Elastic NAMs will prospect, qualify, pursue, and close opportunities in assigned accounts for the North America region. The right candidate will develop trusted advisor level relationships with senior executives and other important decision makers and influencers and will utilize these relationships to establish Elastic as a preferred partner and create new business opportunities.  They will identify account needs and create compelling business cases for Elastic solutions to those needs and they will be responsible for creating deal strategies and orchestrating deal team efforts to progress opportunities.

What you will be doing:
  • Driving Sales Strategy - Deep understanding of the customer decision maker’s strategies, priorities, needs and organizational structure.  Under the direction of the Global Account Manager, develop effective and specific regional account plans to ensure revenue target delivery and balanced growth in a territory comprised of named accounts. Develop relationships in new and existing customers and demonstrate to drive strategy through organization
  • Renewals - Partnership and collaboration with the renewals team to protect and grow renewals
  • 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). Actively understands each account’s strategic growth plans, technology strategy and the competitive landscape
  • Providing Account Leadership - Create & maintain actionable account plans to guide develop strategies and identify new business opportunities in the region.  Lead account relationships, persona profiling, and sales cycles. Effectively utilize in region and cross-functional resources to satisfy customers and win new business opportunities
  • Articulating Elastic Use Cases Aligned to Customer Initiatives - Map key capabilities and use cases of Elastic to customer budgeted initiatives. Align use case and customer potential ROI, as well as headline messaging to drive forward use cases from pipe to close. 
  • 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 Proficiency – Be proficient with a working knowledge and understanding across all Elastic products and solutions
What you bring with you:
  • Minimum 5-10 years sales experience with enterprise software sales for a high-growth company
  • Strong history of progressively improving B2B sales of high technology solutions, including progressively higher quota achievement and diversity
  • Experience selling to, influencing, and becoming a trusted advisor to C-level executives at Global 2000 companies on seven-to-eight figure opportunities
  • Existing network within nominated accounts and associated industry verticals
  • Superior value-based selling, communication, and presentation skills
  • Ability to demonstrate thought leadership of search and advanced machine data analytics
  • Excellent communication skills and ability to build relationships globally within accounts and across the company
  • Ability to develop and implement the strategy that drives customer partnership, revenue growth, and retention
  • Bachelor’s degree or equivalent work experience

Additional Information - We Take Care of Our People

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
  • Double your charitable giving - We match donations 1:1 up to $1500 USD (or local currency equivalent)
  • Up to 40 hours each year to use toward volunteer projects you love.
  • Embracing parenthood with minimum of 16 weeks of parental leave

The typical starting Total Cash Compensation range for new hires in this role is between $226,500 and $311,500, which consists of a Base Salary or a Base Salary plus a Target Commission, depending on the specific role. The Base Salary offered may vary depending on factors including skills and experience.

Additionally, this role is currently eligible to participate in Elastic’s equity plan as well as a range of health & wellbeing, retirement savings, and other benefits within a holistic total rewards offering.

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 candidate_accessibility@elastic.co 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; Equal Employment Opportunity (EEO) Poster; and Employee Polygraph Protection Act (EPPA) Poster.

Please see here for our Privacy Statement.

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