Enterprise Account Executive, Melbourne (R6833)

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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.

The Enterprise Account Executive (AE) will be a key member of the team responsible for providing business leadership and creative direction for Elastic’s most critical customers in Melbourne, VIC.

The AE will build and maintain broad relationships in the accounts (from developers to executives), source/evolve/close large transactions and lead a cross-functional sales support team. The AE will define a CxO relationship strategy within assigned accounts, including building a strong working relationship with Elastic’s senior leadership team for executive sponsorship, regular business reviews and shaping Observability, Security and Enterprise Search solutions opportunities.

What You Will Be Doing:

Initial and ongoing account planning/research, whitespace mapping and sales campaigning / prospecting and ROI business case assembly expertise a must
Mapping and teaming with all aspects of the customer’s organization, including executives, engineering, IT Operations, InfoSec, business/product owners, legal, procurement and other relevant stakeholders
Earning trusted advisor status via creative thinking, articulating a customer-centric vision and tailored business-outcome based value propositions while generating enthusiasm, to move all business groups to action
Selling at the most strategic level within the account and implementing a broad strategy for earning customer acceptance and solution adoption while actively building a ground swell of awareness, interest and solution usage from within the ranks in parallel
Working with all appropriate Elastic resources (Executives, Solution Architecture, Marketing, Partners, Customer Success, Engineering Support, Professional Services) to support customer interests, and strongly advocating for their customer while balancing the business needs of Elastic. This includes dotted line responsibility for downstream sales and technical resources that may be geographically distributed
Developing formal case studies and references highlighting tangible business outcomes from Elastic Observability, Security and Enterprise Search solutions usage

What You Bring With You:

Minimum of 10 years experience selling enterprise software (SaaS, Cloud, On-premise) as the account and overall relationship manager
Minimum of 5 years experience as primary account manager/key account director of large companies
Experience in large, complex, value-based deal negotiations (direct as well as co-selling with partners) with a consistent track record of quota achievement; establishing credibility quickly with senior level executives / economic buyers
Strong public speaking and presentation skills required

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)

Please see here for our Privacy Statement.

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