Strategic Account Executive (Financial Services)

• 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 “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 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 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

Benefits

• Toast to your health: Fully paid health coverage for you and your family, in many locations.
• Craft your calendar: Flexible location and schedule for most roles.
• Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
• Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
• Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
• Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).

• 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
• Proven track record working with American Express and/or large, Global Financial Services organizations as either the Global Account Manager or Strategic Account Manager
• Experience selling to and influencing C-level executives at Fortune 500 companies on seven-to-eight figure opportunities
• Bachelor’s degree or equivalent work experience
• Outstanding leadership and strong ability of working with and managing people across functions and geographies
• Experience leading complex deal negotiations across a similar type of software and SaaS solution with proven successful track record
• 10-15+ years of experience in technology sales in the Banking and Financial Services Industry
• 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