Mid-Market Account Executive
4 weeks ago
Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, with Elasticians around the globe. Learn more at . Elastic is searching for a Field Account Executive to expand our current Mid-Market customer accounts. Our Account Executives are individual contributors, focused on building new business, upselling existing customers and securing renewals within accounts across companies with a focused spend profile aligned to this segment. This person will be working with our customers who are successfully leveraging Elastic cloud solutions across their organization. Are you ready to go along a journey using the most exciting technology at Elastic to solve business challenges and accelerate growth within our Mid-Market business? If so, we'd love to hear from you What You Will Be Doing: Manage the complete and complex sales-cycles often presenting to C-level executives the value and ROI/Business Case of Elastic's solutions Develop a territory plan and manage a pipeline that will fuel the ongoing growth of the business enabling you to exceed your quarterly and annual sales quota Share the value of the Elastic portfolio across Search, Observability & Security offering for on-prem, cloud, hybrid, and generative AI offerings. Accelerate and grow net new in an account set consisting of roughly 20 to 30 accounts Identify and qualify new opportunities within existing accounts by using creativity, inbound lead flow, personal prospecting efforts, contacts, and partners Work cross functionally with our sales development, marketing, partner, product and customer service teams to deliver outstanding results Negotiate pricing and contractual terms as required to close the sale Accurately forecast profitable and predictable territory performance and required resources through adherence of our sales process What You'll Need To Be Successful 3-5 years' field sales experience in the software industry A track-record of success in selling SaaS subscriptions using a sales methodology that has led to growing and managing current customers and new use cases Ability to align technology solutions to sophisticated, multi-stakeholder business problems and utilize strategic thinking skills to solve customer problems Strong ability to demonstrate value proposition & return on investment in complex environments to a wide variety of individuals; technical and/or executive audiences. Track record of consistent over-achievement of quotas, revenue goals and the ability to effectively identify and sell to C-level executives Passion for building long lasting customer relationships and working cross-functionally within a diverse team to deliver outstanding results Technologically adept and business acumen focused with outstanding communication both written and oral, negotiation and presentation skills Ability to work individually and on a collective team in a fast paced and continuously growing and evolving environment 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 50/50 pay mix (base salary/target variable). The typical OTE range for 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 rang
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