Strategic Account Executive - Financial Services
About The Position
Elastic is seeking a Strategic Account Executive to sell complex software and SaaS solutions to assigned Fortune 250 accounts in the financial services industry. The ideal candidate resides in Southern California or Phoenix and has experience selling to credit card companies or other large, distributed financial services organizations, engaging IT, shared services, lines of business, and senior-level executives. The role involves prospecting, qualifying, pursuing, developing, and closing strategic opportunities. The Strategic Account Executive will build trusted-advisor relationships with senior executives and other decision-makers, establish Elastic as a preferred partner, identify customer needs, and develop compelling business cases for Elastic solutions. The position also develops strategic account plans and deal strategies and coordinates internal teams to advance opportunities. The role requires understanding customers’ technology environments, organizational structures, growth plans, technology strategies, and competitive landscapes. The Strategic Account Executive will create plans to win new business and expand adoption of Elastic software, SaaS, and services; lead account relationships and sales cycles; develop business plans supported by value justification and ROI data; maintain a rolling pipeline; collaborate with marketing, alliance, and channel partners; and build working knowledge of Elastic products and solutions.
Requirements
- 10–15+ years of technology sales experience in the banking and financial services industry.
- Proven experience working with American Express and/or large global financial services organizations as a Global Account Manager or Strategic Account Manager.
- Successful track record leading complex deal negotiations for comparable software and SaaS solutions.
- Knowledge of banking and financial services, including credit card payment systems and areas such as servicing, retail banking, fraud, and audit, with experience in similarly complex software or cloud solutions.
- History of progressively improving B2B sales of high-technology solutions, including increasing quota achievement and sales diversity.
- Experience selling to and influencing C-level executives at Fortune 500 companies on seven- to eight-figure opportunities.
- Knowledge of subscription and SaaS licensing attributes, including subscriptions, cloud costs, cloud credits, and services.
- Superior selling and presentation skills with high rates of success.
- Strong leadership skills and ability to work with and manage people across functions and geographies.
- Bachelor’s degree or equivalent work experience.
Responsibilities
- Discover, document, and maintain a detailed understanding of customers’ technology landscapes relevant to Elastic.
- Map organizational stakeholders across lines of business, internal IT, and economic buyers.
- Stay informed about each account’s strategic growth plans, technology strategy, competitive landscape, and relevant industry developments.
- Develop account strategies to win new business and expand use of Elastic software, SaaS, and services while supporting revenue targets and balanced growth.
- Build positive customer relationships grounded in understanding customer requirements and delivering value through expertise, solutions, and implementation knowledge.
- Create and maintain actionable account plans, lead account relationships and sales cycles, profile customer personas, and identify new business opportunities.
- Coordinate regional and cross-functional resources to support global customers and win opportunities.
- Develop and deliver business plans addressing customer priorities and hurdles, using value justification, benchmarking, and return-on-investment data.
- Maintain a rolling sales pipeline and collaborate with marketing, alliance partners, channels, and support organizations.
- Develop technical aptitude and working knowledge across Elastic products and solutions.
- Prospect, qualify, pursue, develop, negotiate, and close strategic software and SaaS opportunities in assigned Fortune 250 accounts.
- Develop trusted-advisor relationships with senior executives and other decision-makers to establish Elastic as a preferred partner.
- Identify customer needs and create compelling business cases for Elastic solutions.
- Develop strategic account plans and deal strategies and orchestrate internal teams to progress opportunities.
Benefits
- Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
- Health coverage for employees and their families in many locations.
- Flexible work locations and schedules for many roles.
- Generous vacation days.
- Matching of up to $2,000 (or local currency equivalent) for financial donations and service.
- Up to 40 hours each year for volunteer projects.
- At least 16 weeks of parental leave.
- Eligibility to participate in Elastic’s stock program.
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What This Job Offers
Job Type
Full-time
Career Level
Senior
