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.
As an Account Executive in the retail sector, you will be responsible for driving digital transformation leveraging the Elastic Search AI Platform. You will manage a portfolio of high-value accounts, applying your expertise in security, observability, and search AI to solve complex operational and data challenges. This role requires both a new business development and account retention mindset, with emphasis on value-based selling and building long-term relationships with executive leadership.
What You Will Be Doing
- Strategic Account Management: Develop and execute comprehensive territory plans to maximize growth across retail and manufacturing sectors. Build and maintain relationships with C-level executives such as CTOs, CISOs, and CIOs, as well as director-level leaders, aligning Elastic's solutions with customer business objectives.
- Value-Based Selling: Conduct deep discovery to understand customer pain points. Quantify the business impact of Elastic's technology through TCO (total cost of ownership) and ROI (return on investment) analysis.
- Leadership: Act as the "CEO" of your assigned accounts, directing and coordinating internal resources including solution architects, customer success managers, and support teams to ensure successful implementation and long-term adoption.
- Project Management and Execution: Lead and support customer projects from the sales process through implementation, ensuring promised business value is delivered.
- Cross-Functional Collaboration: Partner with solution architects, customer architects, marketing, and channel teams to build a strong pipeline and expand influence within your territory.
What You Bring
- Sales Excellence: Proven track record of achieving or exceeding quota targets in SaaS or enterprise software sales. Experience selling security (SIEM/EDR) or observability (APM/log management) products is a plus.
- Value Selling Methodology: Expertise in frameworks and methodologies such as MEDDPICC, Challenger Sale, and Value Engineering.
- Industry Knowledge: Deep understanding of the retail industry landscape (e-commerce, supply chain) and business structure.
- Execution Leadership: Ability to lead cross-functional account teams and manage complex procurement processes involving multiple stakeholders.
- Technical Literacy: While not a developer role, you should be able to discuss generative AI (RAG) and vector database concepts, which are central to Elastic's current Search AI strategy.
- Predictability: Strong sales forecasting skills and experience using Salesforce or similar CRM tools.
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
- Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
- 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 employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. 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 [email protected]. 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)
Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries' export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.
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