Engagement Manager

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Elastic is a search company built on a free and open heritage. Anyone can use Elastic products and solutions to get started quickly and frictionlessly. Elastic offers three solutions for enterprise search, observability, and security, 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 Cisco, eBay, 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 and is publicly traded on the NYSE under the symbol ESTC. Learn more at elastic.co.

Elastic’s Professional Services team works across every technology and system to deliver solutions for our customers. Our Engagement Managers are essential to the growth of our Services business and play an essential role in growing our practice, and you will have ownership of our customer's Services journey from pre-sales to go-live, while building trusted customer relationships including C-level.

The Engagement Manager must be a strategic thinker with exceptional enterprise, commercial, and cross-functional skills, demonstrate high energy, and have strong sales management experience. The Engagement Manager is responsible for earning the right to be a trusted advisor to the customer, with the primary goal of helping customers generate significant business value from their Elastic investment. This individual will be expected to understand and manage our customers throughout their lifecycle, driving adoption through sales activity for new and existing customers; this will include pipeline generation and delivering sales presentations to C-level clients. Under Elastic’s co-sell model, you will collaborate deeply with our Sales and Customer Success teams. The primary measurement of success for this role will be YOY growth in overall services bookings, and customer satisfaction.

What You Will Be Doing:

  • Complete Elastic training and become an expert in our consulting methodologies and practices
  • Evangelize Elastic’s ability to deliver business outcomes and our delivery methodology to our customers
  • Exceed growth and bookings, ensure organizational health and customer satisfaction goals as an Engagement Manager
  • 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, 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 Stack
  • Develop and manage a territory plan and a personalized account plan for each customer, which aligns with their business goals. 
  • Forecast accurately and timely, build a pipeline and progress opportunities to deliver YOY growth
  • Form a strong relationship with the Sales, Customer Success organization and regional Alliances/Partner organizations that are instrumental to success. You should be able to operate in co-sell model, collaborate, and build relationships
  • Be an integral part of hiring and mentoring new Engagement Managers
  • Contribute to enhance our delivery methodology, services practice and industry POV's

What You Bring Along:

  • 10+ years of consultative sales experience with a proven record of consistently exceeding quota
  • Of which, 5+ years experience selling and/or delivering professional services for a strategic consulting firm, large scale system integrator or professional services unit within a software company
  • Demonstrated ability to develop and maintain C-level relationships where you are recognized as a trusted advisor
  • Experience growing accounts with large and complex pursuits ($M+)
  • Highly collaborative and excels in a complex, matrixed environment
  • Experience in creating outstanding responses to functional and technical elements of RFIs/RFP
  • Project/account management experience
  • Team player with strong interpersonal skills
  • Ability to thrive in a fast-paced, unpredictable environment

Bonus Points:

  • PASSION: Passionate about Customer Success
  • BEGINNERS MIND: Always learning, approaches each interaction with open mind, great listener and hands-on
  • THOUGHT LEADER: Strong point of view and executive presence. Confident, but not arrogant, great storyteller
  • URGENCY: Ability to move fast and drive business value and results
  • TEAM PLAYER: A team player that everyone enjoys working with and has a generous heart
  • TRUST: Trust the company’s core values
  • ADAPTABLE: Excels in high levels of uncertainty and change

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

The typical starting Total Cash Compensation range for new hires in this role is between $135,900 and $186,900, 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 committed to diversity as well as inclusion. We are an equal opportunity employer and committed to the principles of affirmative action. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. If you require any reasonable accessibility support, please complete our Candidate Accessibility Request Form.

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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