Pre-Sales Delivery Manager - AMER (R6736)

Apply

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 Pre-Sales Delivery Manager (PSDM) is a proven expert focused on accelerating our Customer’s time to business value through Elastic’s expert professional services & enablement. Through the Pre-Sales Delivery Manager’s relentless pursuit of positioning the right services strategy to our customers they will become a trusted advisor to the customer, field teams and Customer Success Group (CSG) leadership.

Reporting to the Regional Services Director, this individual will partner with the Sales, Account, & Delivery Teams to position outcome-oriented services offerings for their customers - often requiring customized value propositions. They will be responsible for crafting a services territory strategy, generating proposals and/or statements of work to meet customer needs, and ensuring the customer is satisfied with their Elastic Services investment. The Pre-Sales Delivery Manager will work with all Elastic stakeholders and customers directly to understand and support our customers throughout their lifecycle, driving adoption through services engagements for both new and existing customers

Responsibilities:

Account Team Collaboration & Services Proposal Development – drive the discovery, ideation, delivery and next steps with the account team and the customer. Develop and deliver Statements of Work aligned to and ensuring customer value is achieved, based on key agreed-upon outcomes. The PSDM is responsible for owning the Services bid & negotiation process, working closely with our Account Executives.
Building & Fostering Strong Relationships – Develop deep relationships with customers by tailoring the appropriate services strategy aligned to our customers’ objectives which will increase adoption and long-term success with Elastic Solutions.

Becoming a Strategic Advisor & Driving Customer Advocacy – Establish a trusted advisor relationship with each assigned customer and create "Elastic Advocates” while transferring knowledge from Services engagements to the broader sales organization.

Pursue Customer Operational Excellence - Working with the “Elastic Advocates” and our Services delivery teams drive to continuously position the right Services which amplify the value of Elastic products while enhancing customer capabilities on our products.
Mastery of your Profession - Our Services drive customer health and our customers should be extremely satisfied with their investment in Elastic Services. Support success plans with a Services PoV (Point of View) for a portfolio of accounts and proactively work with customers to establish and achieve critical goals.
Demonstrating Elastic Proficiency – Remain up-to-date on Elastic solutions and products and maintain familiarity to all Company methods and procedures.

Qualifications:

Bachelor or graduate degree in Business/Economics, Computer Science, or related discipline, or comparable certification and experience
Minimum of 8-12 years experience in relevant professional services or pre-sales functions
Excels at working directly with customers to gather, prioritize, 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.

Bonus Points:

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

Skills:

Utilize 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 personalized strategy for each customer, which aligns with their business goals.
Forecast Services accurately and timely.
Form a strong relationship with the License Sales organization and regional Alliances/Partner organizations that are instrumental to success and N&E growth
Be a recognised role model for collaboration, leadership and overall business results

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

The typical starting salary range for new hires in this role is listed below. In select locations (including Seattle WA, Los Angeles CA, the San Francisco Bay Area CA, and the New York City Metro Area), an alternate range may apply as specified below.

These ranges represent the lowest to highest salary 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 ranges may be modified in the future.

An employee's position within the salary 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:

$113,100—$178,940 USD

The typical starting salary range for this role in the select locations listed above is:

$135,900—$215,050 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)

Please see here for our Privacy Statement.

Apply