Strategic Account Executive - Retail (Bay Area or AR) (R7259)

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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 our largest retail customer. The ideal candidate will have prior experience engaging with executives in enterprise accounts within this vertical. 

Our Strategic Account Executives will prospect, qualify, pursue and close opportunities in the assigned Fortune 50 accounts, utilizing key enterprise sales strategies including: Developing trusted advisor level relationships with senior executives and other important decision makers and influencers.  Utilizing relationships to establish Elastic as the preferred partner and creating new business opportunities.  Identifying account needs and creating compelling business cases for Elastic solutions.  Creating deal strategies and orchestrating deal team efforts to progress opportunities. Driving successful business outcomes and unlocking additional opportunities.

What You Will Be Doing:

  • Driving Sales Strategy - Acquire an in-depth understanding of customer strategies, needs, and organizational dynamics. Design targeted account plans to exceed revenue expectations while ensuring balanced growth. Cultivate relationships within new and existing customer accounts to effectively influence organizational strategy.
  • Building Trust - Forge strong relationships by deeply understanding stakeholder needs and consistently delivering exceptional value through expert consultation, customized solutions, and flawless execution.
  • Being Customer Focused - Maintain an active awareness of each account's growth plans, technological initiatives, and competitive environment. Regularly review publicly available information to stay abreast of industry trends and issues affecting your customer base.
  • Providing Account Leadership - Develop and sustain dynamic account plans that outline strategies and identify new business opportunities. Lead account interactions, develop customer personas, and manage sales cycles while effectively leveraging regional and cross-functional resources.
  • Creating Business Proposals - Create comprehensive business plans tailored to customer priorities and challenges, supported by value justification, benchmarking, and ROI data.
  • Managing Pipeline - Employ a structured approach to maintain a fluid sales pipeline, collaborating closely with marketing, alliance partners, and distribution channels.
  • Demonstrating Elastic Proficiency – Maintain a comprehensive working knowledge and understanding of all Elastic products and solutions to effectively meet customer needs.

What You Bring With You:

  • Minimum 10 years experience in enterprise software sales for high-growth companies.
  • Established track record of increasing B2B sales of high-tech solutions, specifically within Fortune 500 and large enterprise accounts.
  • Demonstrated expertise in influencing and selling to C-suite executives on seven-to-eight-figure opportunities within top-tier enterprises.
  • Excellent sales and presentation skills, supported by a consistent history of success.
  • Exceptional ability to lead cross-functional teams across dispersed geographies.
  • Recognized by customers as an authority in search technology and/or advanced machine learning and data analytics solutions.
  • Holds a Bachelor’s degree or possesses equivalent hands-on experience in the field.

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).  On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).  

The typical starting OTE range for new hires in this role is listed below.  This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.  

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:
$113,300$175,000 USD
The typical starting Target Variable range for this role is:
$113,200$175,000 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$226,500$350,000 USD

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 up to $1500 (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

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; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

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