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.
What Is The Role
Elastic’s Professional Services team works across all of our technologies and systems to deliver solutions for our customers. Our Regional Services Sales Partner is crucial to the growth of our Services business and plays an essential role in growing our practice. You will have ownership of our customer's Services journey from pre-sales to launch while building trusted customer relationships, including C-level sponsors.
The Regional Services Sales Partner must be a strategic problem solver with exceptional enterprise, commercial, and cross-functional skills, demonstrate high energy and have strong sales management experience. The Regional Services Sales Partner 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 lead our customers throughout their lifecycle, driving adoption through sales activity for new and existing customers. This will include pipeline generation, delivering sales presentations to C-level clients, negotiating commercials and contracts, and overseeing delivery. 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 authority in our consulting methodologies and practices
- Evangelise Elastic’s ability to deliver business outcomes and our delivery methodology to our customers
- Apply industry expertise and business insight 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
- Exceed growth and bookings targets, ensure organisational health, and drive customer satisfaction
- Develop and lead 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 a co-sell model, collaborate, and establish relationships
- Be an integral part of hiring and mentoring new Services Sales Partners
- Contribute to enhancing our delivery methodology, services practice, and industry POV's
What You Will Bring
- 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, dynamic environment
- Additional Leadership Qualities:
- PASSION: Passionate about Customer Success
- BEGINNERS MIND: Always learning, approaches each interaction with an open mind, a great listener, and hands-on
- THOUGHT LEADER: Strong point of view and executive presence. Confident, but not arrogant, a great storyteller
- URGENCY: Ability to move fast and drive business value and results
- TEAM PLAYER: A great teammate that everyone enjoys working with and has a generous heart
- TRUST: Trust the company’s core values and have the ability to build trust with everyone you work with
- ADAPTABLE: Excels in high levels of uncertainty
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 80/20 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:
$108,600—$171,800 USD
The typical starting Target Variable range for this role is:
$27,100—$42,900 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$135,700—$214,700 USD
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 encryption software and technology that is subject to U.S. 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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.
Please see here for our Privacy Statement.
Similar Jobs
What you need to know about the Charlotte Tech Scene
Key Facts About Charlotte Tech
- Number of Tech Workers: 90,859; 6.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lowe’s, Bank of America, TIAA, Microsoft, Honeywell
- Key Industries: Fintech, artificial intelligence, cybersecurity, cloud computing, e-commerce
- Funding Landscape: $3.1 billion in venture capital funding in 2024 (CED)
- Notable Investors: Microsoft, Google, Falfurrias Management Partners, RevTech Labs Foundation
- Research Centers and Universities: University of North Carolina at Charlotte, Northeastern University, North Carolina Research Campus
