Strategic Account Executive - Financial Services

Skills this role screens for

About the role

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

Elastic is searching for a Strategic Account Executive. The ideal candidate will currently reside in either NY/NJ or Phoenix and have prior experience selling complex technology solutions to credite card companies and / or other large, distributed, Financial Services clients including IT, Shared Services, Line of Business and Senior Level Executive buyers.

Our Strategic Account Executives will prospect, qualify, pursue, develop and close strategic software and SaaS opportunities in assigned Fortune 250 accounts. They will develop trusted advisor level relationships with senior executives and other important decision makers and influencers, and utilize these relationships to establish Elastic as the preferred partner and create new business opportunities. Additional responsibilities will include identifying account needs and creating compelling business cases for Elastic solutions to those needs, and developing a Strategic Plan to share with internal team members, and creating coherent deal strategies and orchestrating internal team efforts to progress opportunities.

The work

What You Will Be Doing

• Technology Landscape Discovery - leading the effort to uncover, document and record a detailed understanding of the client’s current technology landscape across solution areas that are relevant to Elastic
• Organizational Mapping - as a companion piece to the technology landscape, the Strategic Account Executive should also document and map the organizational counterpoints across lines of business, internal IT and economic buyers for the solution areas that are relevant to Elastic.
• Customer Business Awareness - Actively understands each account’s strategic growth plans, technology strategy and the competitive landscape. Review public information (e.g., new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the customer
• Driving Sales Strategy - based upon the client’s business, current technology landscape, and company business drivers the Strategic Account Executive is expected to design a plan to win new “land” business as well as “expanding” the use of Elastic software, SaaS and services. account plans should attempt to ensure revenue target delivery and balanced growth.
• Building Trust - Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise)
• Providing Account Leadership - Create & maintain actionable account plans to guide the development of strategies and identify new business opportunities. Lead account relationships, persona profiling, and sales cycles. Effectively utilize in region and cross-functional resources to satisfy global account customers and win new business opportunities
• Leading Business Planning – Develop and deliver a comprehensive business plan to address customer's priorities and hurdles. Use value justification, benchmarking and return-on-investment data to support decision process
• Conducting Pipeline Planning - Follow a well-adapted approach to maintaining a rolling pipeline. Collaborate with support organizations including marketing, alliance partners and channels
• Demonstrating Elastic Technical Proficiency – Develop technical aptitude with Elastic solutions. Be proficient with a working knowledge and understanding across all Elastic products and solutions

Who they want

Role Requirements

#LI-AM2

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 50/50 pay mix (base salary / target variable).

The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE 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 range may be modified in the future.

An employee's position within the OTE 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:

$141,600—$224,000 USD

The typical starting Target Variable range for this role is:

$141,600—$223,900 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$283,200—$447,900 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.…

• 10-15+ years of experience in technology Sales in the Banking and Financial Services Industry
• Proven track record working with American Express and / or llarge, Global Financial Services organizations as either the Global Account Manager or Strategic Account Manager
• Experience leading complex deal negotiations across a similar type of software and SaaS solution with proven successful track record
• Knowledge of Banking and Financial Services Industry including credit card payment systems, main banking building blocks such as servicing, retail banking, fraud, audit, etc with a similar complexity level of software and/or cloud solutions
• Strong history of progressively improving B2B sales of high technology solutions, including progressively higher quota achievement and diversity
• Experience selling to and influencing C-level executives at Fortune 500 companies on seven-to-eight figure opportunities
• Knowledge of subscription and SaaS sales licensing attributes such as subscription, cloud costs, cloud credits, services and similar
• Superior selling and presentation skills, with high rates of success
• Outstanding leadership and strong ability of working with and managing people across functions and geographies
• Bachelor’s degree or equivalent work experience