Senior Analyst, Sales Strategy - APJ

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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.

To support our continued growth, we’re looking for a Senior Analyst to support our APJ Business Leadership Team. In this highly collaborative role, you will support the APJ Business Leaders, including regions through a strong business partnership with the Sales, Finance, Sales Strategy, Sales Architecture, Tech & Ops, Marketing, Business Development, Customer Success, and Services teams. Each partnership will require you to analyze and deeply understand each function's Go-To-Market strategy for the current and future fiscal years. You will be heavily relied on for your strategic thought leadership, analytical skills, attention to detail, efficiency, and enthusiasm. This role reports to the Head of Sales Strategy & Ops for APJ.

You thrive in navigating ambiguity, adapt quickly to a changing environment, take a regional view, data informs your actions and you have a passion for optimizing process and structure. You balance critical, long-term thinking about how we scale the business with hands-on delivery to ensure what needs to happen today gets done. You love rolling up your sleeves and digging into the data to provide actionable insights. We’re looking for people with strong analytical and process skills, comfortable engaging with senior leadership, effective at collaborating with multiple teams and building positive relationships with business partners.

What You Will Be Doing

  • Responsible for providing strategic and operational support to multiple sales leaders across the APJ markets.
  • Support the annual financial planning process through data analysis, insights and models that support a comprehensive view of the business & facilitate a faster decision making process in terms of priorities/investments
  • Drive and support annual GTM planning, which includes headcount / quota allocation and prioritization, territory carving, and account strategy.
  • Support, and at times lead, forecast calls. This effort is critical to enable the Sales leaders to submit an aggregate forecast for APJ reviews as well as the review with the WW CRO & Head of Sales. 
  • Deliver weekly and monthly metrics highlighting area, region, territory, and rep performance. Align delivery to the preferences and vision of sales leadership. Provide relevant insights and recommendations to course correct tactics and enhance business outcomes. Leverage in-built AI functionalities of our business management tools, to curate actionable intelligence.
  • Help coordinate, prepare, and organize regional & APJ quarterly business reviews, including gathering all metrics / performing all meaningful analyses needed for leaders to present a comprehensive assessment of their business health.
  • Support the regional deployment of corporate objectives and programs to ensure cross-functional support and strategic alignment. Provide oversight to ensure these objectives are applied consistently and fairly while evening the needs of local markets.
  • Implement early warning systems to help actively manage the growth of the business (i.e. customer churn, pipeline, conversions, pricing, etc.).
  • Evaluate and re-imagine business performance metrics, create sales dashboards to identify strengths and weaknesses in business trends.

What You Bring Along

  • BS/BA required, MBA a plus, but not required.
  • 5+ years of experience in Sales Operations, Business Operations, Strategy, Sales FP&A, Management Consulting, or similar function in SaaS organizations with strong exposure to go-to-market strategy.
  • Experience forecasting bookings, rep attainment, and generally building complex and dynamic models for scenario planning.
  • Demonstrated ability to structure complex problems, develop solutions, and craft recommendations and results into easily digestible messages, communications, and executive presentations.
  • Strong executive presence and engagement skills.
  • Highly collaborative style with strong influencing skills and the ability to adjust on the fly to new demands with a sense of urgency.
  • Ability to thrive in a dynamic start-up environment.
  • Power-user proficiency with the MS Office suite (especially MS Excel and MS PowerPoint). Experience with the Salesforce.com platform.

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 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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