Strategic Account Executive - Financial Services

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 credit 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.

• 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 “expand” 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 and 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…