Regional Services Director (R7441)

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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 Elastic Regional Services DIrector (RSD) is a proven dynamic leader focused on the winning and delivering outcome based Services propositions.  The RSD will drive significant growth, adoption and value from the Elastic platform across a defined customer base / region - and in this case, focus will be on the North Region (Benelux and Nordics).

This is a customer-facing role for leading our consulting and training teams, developing new business in the region, meeting financial targets, and building strong relationships both within Elastic and with our customers and partners. You will have the opportunity to work with a world-class services, engineering, and sales team and wear many hats and the expectation is that the right candidate will be instrumental in raising our capability and how we ‘show up’ as an evolving Services practice. 

Reporting to the VP, Services EMEA (and as a member of the Services EMEA Leadership team), you will partner with the Sales Account & Delivery Teams to position outcome-oriented services offerings for customers - often requiring customised value propositions. You will be responsible for crafting a services territory strategy, generating proposals and/or statements of work to meet customer needs, and ensuring the customer maximises the success of their investment in Elastic.  

This position requires the successful candidate to not only undertake the role for today, but take the opportunity to invest, build and develop a significantly larger team as our business continues to experience phenomenal year-on-year growth. 

Responsibilities:

  • Growth Strategy - Driving the definition, communication and successful implementation of the regional growth strategy in support of and in collaboration with the Sales Account and Delivery Teams (including hiring, P&L management and reporting)
  • Becoming a Strategic Advisor & Driving Customer Advocacy – Establish a trusted advisor relationship with strategic customers and create "Elastic Advocates” while transferring knowledge from Services engagements to the broader sales organisation
  • Business Leadership - take ownership and accountability of achieving key business KPIs; including Bookings, Revenue, Utilisation and other associated Services metrics; driving you growth
  • Strategic Engagements - take personal ownership and accountability for securing, nurturing and developing key strategic accounts; driving the  discovery, ideation and delivery process and next steps with the account team and the customer. 
  • Evolution - actively input into the direction, evolution and growth of the EMEA Services business.  Generate excitement, energy and passion taking the team with you; inspiring confidence in individuals to learn, grow and to deliver on their potential.

Qualifications:

  • Minimum of 8-12 years experience in relevant professional services or pre-sales functions
  • Excels at working directly with senior / board level customers to gather, prioritise, plan and execute solutions to customer business requirements as it relates to technology
  • Proficiency in the value and delivery aspects of the  technology domain of search, analytics, or related technologies
  • Demonstrable experience of owning complex negotiations across terms, contract structure and associated deliverables
  • Track record of contributing to the growth of a services business through actions such as: developing best practices, improving sizing, advancing offerings, etc.
  • Ability to travel up to 30%-50% of the time, including internationally
  • Bonus Points:
    • Bachelor or graduate degree in Business/Economics, Computer Science, or related discipline, or comparable certification and experience
    • Understanding of our technology space, including Elasticsearch, Linux, Software Development, NoSQL, and/or databases
    • Experience working as a billable consultant or project manager is valuable for empathy and understanding
    • Passion for open-source technology and business model
    • Hold or has formerly held DV or SC clearance

Skills:

  • Utilise industry expertise and business acumen to understand a customer's motivation, business drivers, strategic goals and objectives, and desired business outcomes
  • Engage customers, especially C-Level to C-level -2;, using a consultative selling approach that positions Elastic and yourself as a long-term trusted advisor relationship
  • Create a compelling vision and clearly communicate our transformative solutions with the goal of generating significant success and business value from a customer's investment in the Elastic Platform
  • Manage, create and negotiate services bid focused on outcomes aligned to milestones tied to the overall vision of the customers’ project
  • Develop and manage a Services territory plan and a personalised strategy for each customer, which aligns with their business goals. Forecast Services accurately and timely
  • Form a strong relationship with the License Sales organisation and regional Alliances/Partner organisations that are instrumental to success and growth
  • Be a recognized role model for collaboration, leadership and overall business results

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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