דרושים Sr Sales Operations Analyst ב-Elastic ב-India, Bengaluru

• Driving demand and building awareness of Elastic Security within Enterprise accounts by partnering with Regional Enterprise Account Executives (AEs) and customers.
• Collaborating with Elastic Security Specialist SAs on account strategy, planning, and creative programs to generate qualified pipeline.
• Evangelizing Elastic Security by communicating our unique value and demonstrating our commercial features across SIEM, endpoint, and cloud security use cases.
• Acting as a player/coach, mentoring Regional AEs on how to effectively position and sell Elastic Security.
• Working closely with Security Product and Engineering teams to stay current on offerings and advocate for customer needs.
• Identifying, developing, and closing new business opportunities—leading the full sales cycle for security-focused opportunities in your region.
• Supporting regional teams with responses to RFPs, RFIs, and quote requests as they relate to Elastic Security.
• Leading Elastic Security proof-of-concept and proof-of-value engagements with customers.
• Delivering compelling presentations, whiteboard sessions, product roadmaps, and working alongside Solutions Architects to showcase Elastic Security demos.
• Partnering with regional leadership to track and report on cybersecurity pipeline and deal progression.
• Supporting regional marketing with webinars, workshops, and security-focused events to drive pipeline generation.

• 5+ years of experience selling enterprise platform solutions in SIEM, log management, cybersecurity, data analytics, or data management.
• Proven ability to thrive in a fast-paced, dynamic environment.
• Track record of success selling to CIOs, CISOs, and cybersecurity teams in the Fortune 500, with strong references and quota overachievement.
• A consultative, challenger-oriented sales approach that helps customers rethink their approach to security and data.
• Strong ability to work independently while maintaining a collaborative, team-first mindset.
• Mastery of a structured sales methodology (e.g., MEDDPICC, MEDDIC, Challenger, Sandler).
• Experience in an overlay role, collaborating closely with core sales teams as a trusted partner.
• Excellent presentation and communication skills; able to engage both technical users and executive stakeholders.
• Ability to build internal trust and alignment with core AEs while also establishing credibility with customer cybersecurity leaders.
• Proficiency with Salesforce (SFDC) and a disciplined approach to forecasting and pipeline management.
• Appreciation for the open source model and the community of practitioners who rely on Elastic every day.
• Prior experience engaging Enterprise customers within the assigned territory.

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). The OTE is based on a 50/50 pay mix (base salary / target variable).

The typical starting base salary, variable and OTE range for new hires in this role is listed below. The OTE 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.

The typical starting salary range for this role is:

$148,700—$235,100 CAD

The typical starting Target Variable range for this role is:

$99,000—$156,700 CAD

The typical starting On-Target Earnings (OTE) range for this role is:

$247,700—$391,800 CAD

Executive Messaging & Content Development

• Develop clear, concise, and compelling messaging that communicates the business impact of Elastic’s platform and solutions to C-level audiences.
• Create executive-facing content for marketing campaigns, sales enablement, analyst engagements, and Executive Briefing Programs.
• Partner with campaign and field teams to drive interest and engagement from executive buyers through tailored digital, field, and ABM programs.
• Translate complex technical use cases into simplified messaging focused on business outcomes like cost savings, efficiency gains, and risk reduction.

Storytelling, Proof Points & Value Communication

• Collaborate with customer advocacy and value engineering to surface and optimize customer stories that highlight ROI and business outcomes.
• Support the development of third-party research, surveys, and customer studies to generate insights and proof points for executive content.
• Build assets that enable sellers and partners to effectively engage and influence business stakeholders in the buying process.
• Support the “Customer Zero” program by creating awareness of how Elastic uses its own technology to drive business value internally.

Cross-functional Alignment & Campaign Execution

• Collaborate with product marketing, demand gen, communications, and sales enablement teams to align messaging across touchpoints.
• Ensure executive messaging is consistently represented across global campaigns, thought leadership, and key regional events.
• Help maintain an internal knowledge base of business value content and train field teams on how to use it effectively.

• 2–3 years of experience in product/solution marketing, B2B marketing programs targeting executive buyers, or consulting experience
• Strong storytelling, writing, and communication skills, especially for simplifying technical concepts for business leaders
• Proven ability to build content that drives engagement and supports pipeline generation at the executive level
• Collaborative approach and experience working cross-functionally across product, sales, and marketing teams
• Ability to synthesize insights from customer stories, research, and product use cases into compelling narratives and proof points

• Familiarity with enterprise technologies such as cloud, security, observability, search, or generative AI
• Experience working with or selling to enterprise executive stakeholders (CIO, CTO, CISO, CDO, etc.)
• Executive communications or analyst relations experience is a plus
• BA/BS in Marketing, Business, or a related field

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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

Compensation for this role is in the form of base salary. This role does not have a variable compensation component. The typical starting salary range for new hires in this role is listed below.

These ranges represent the lowest to highest salary 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 ranges may be modified in the future.

An employee's position within the salary 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.

The typical starting salary range for this role is:

$101,900—$161,200 CAD

• Act as a business partner to Sales and Finance in developing strategies for complex deals with a focus on financial and revenue compliance
• Execute against and maintain APJ geographic Deal Desk support framework
• Provide Deal Desk support for super-geo Manager
• Enforce and manage approvals for non-standard deals and effectively collaborate across Sales, Finance, and Legal
• Serve as a trusted adviser to sales executives and their teams on pricing, product configuration, and business terms to support sales efforts
• Strong presence and communication with the Field.
• Ability to implement strategies and manage under supervision sales enablement, deal optimization, profitability and strategic positioning initiatives
• Drive and complete decision reviews, approvals, and implementing across competencies (quoting, legal, revenue, etc.)
• Support the global Deal Desk leadership to deliver consistent and exceptional support to our sales organization
• Propose and implement initiatives as part of the long term strategy for the Deal Desk team and business
• High-energy, team-first attitude: motivated to work collaboratively in a fast-paced, constantly evolving environment to help our growing business

• Assess Financial and revenue risk on non-standard deals and understand and embed financial/legal compliance
• Propose and incorporate custom terms and legal edits into order forms and contract documents
• Coordinate and manage cross-departmental approvals outside of standard systematic workflow
• Maintain and update repository of legal language templates for non-standard deals for specific offerings
• Understand and carry out revenue recognition policies across all deals
• Support RFP/RFI/Vendor Questionnaires and drive the enablement process related to such requests.

• Create and manage systematic CRM workflows around Deal Desk sales engagement and Revenue team alerting for non-standard orders
• Conduct due diligence and construct financial and legal requirements for changes in existing offerings and launch of new offerings
• Identify gaps in current Deal Desk processes (both operational and systematic) and create improvements for efficiencies
• General experience in building IT requirements and enhancements, and project management

• Bachelor’s degree in Finance or related competency
• At least 5 years of experience in Sales Operations, Channel Operations, Deal Desk, Contract Administration or related
• MBA preferred
• Strong attention to detail while multitasking
• Strong communication skills
• Ability to work in a fast-paced, high-pressure environment
• High proficiency in MS Office (Excel, Word, PowerPoint) and GSuite, (CPQ a plus)
• Experience working in a SaaS or high-tech company is also a plus

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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

Executive Messaging & Content Development

• Develop clear, concise, and compelling messaging that communicates the business impact of Elastic’s platform and solutions to C-level audiences.
• Create executive-facing content for marketing campaigns, sales enablement, analyst engagements, and Executive Briefing Programs.
• Partner with campaign and field teams to drive interest and engagement from executive buyers through tailored digital, field, and ABM programs.
• Translate complex technical use cases into simplified messaging focused on business outcomes like cost savings, efficiency gains, and risk reduction.

Storytelling, Proof Points & Value Communication

• Collaborate with customer advocacy and value engineering to surface and optimize customer stories that highlight ROI and business outcomes.
• Support the development of third-party research, surveys, and customer studies to generate insights and proof points for executive content.
• Build assets that enable sellers and partners to effectively engage and influence business stakeholders in the buying process.
• Support the “Customer Zero” program by creating awareness of how Elastic uses its own technology to drive business value internally.

Cross-functional Alignment & Campaign Execution

• Collaborate with product marketing, demand gen, communications, and sales enablement teams to align messaging across touchpoints.
• Ensure executive messaging is consistently represented across global campaigns, thought leadership, and key regional events.
• Help maintain an internal knowledge base of business value content and train field teams on how to use it effectively.

• 2–3 years of experience in product/solution marketing, B2B marketing programs targeting executive buyers, or consulting experience
• Strong storytelling, writing, and communication skills, especially for simplifying technical concepts for business leaders
• Proven ability to build content that drives engagement and supports pipeline generation at the executive level
• Collaborative approach and experience working cross-functionally across product, sales, and marketing teams
• Ability to synthesize insights from customer stories, research, and product use cases into compelling narratives and proof points

• Familiarity with enterprise technologies such as cloud, security, observability, search, or generative AI
• Experience working with or selling to enterprise executive stakeholders (CIO, CTO, CISO, CDO, etc.)
• Executive communications or analyst relations experience is a plus
• BA/BS in Marketing, Business, or a related field

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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

Compensation for this role is in the form of base salary. This role does not have a variable compensation component. The typical starting salary range for new hires in this role is listed below.

These ranges represent the lowest to highest salary 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 ranges may be modified in the future.

An employee's position within the salary 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.

The typical starting salary range for this role is:

$101,900—$161,200 CAD

• Develop, run, and maintain enablement modules for field teams, ensuring the content is up-to-date, relevant, and optimally delivered.
• Improve and finalize templates/customer-facing executive presentations, ensuring they adhere to the latest guidelines.
• Review and edit content for clarity, grammar, and accuracy to maintain a high-quality standard in all documentation.
• Ensure that all content, including templates and presentations, is up to date with the latest industry benchmarks and standard processes.
• Collaborate with subject matter authorities (SMEs) across the company to build content that aligns with the buyer's journey, addressing industry-specific challenges and articulating our value proposition.
• Craft and produce various sales tools, including use case and solution templates, datasheets, case studies, and white papers.
• Measure the efficiency of enablement initiatives and iterate on content based on feedback and performance analytics.
• Assist in prioritizing and facilitating sales training sessions, workshops, and other informative activities.
• Support the management of the sales enablement content repository, ensuring that all information is easily and readily accessible to the field teams.
• Work with marketing teams to align messaging and collateral across different platforms and ensure consistency in brand messaging.
• Enable a feedback loop between field teams and product management to advise product development and go-to-market strategies.
• Maintain awareness of industry trends, competitive insights, and market intelligence to advise enablement strategies.

• Bachelor's degree in Business, Marketing, Communications, or a related field.
• 4 years of experience in sales enablement/content development, or a related function within a sales or marketing organization.
• Shown experience with crafting content and training materials tailored to sales teams in a sophisticated B2B environment.
• Strong understanding of sales methodologies, processes, and challenges.
• Excellent written and verbal communication skills with an ability to present sophisticated information clearly and concisely.
• Experience with sales enablement tools and platforms (e.g., Articulate 360, Seismic, Salesforce).
• Ability to work cross-functionally with sales, marketing, product teams, and other collaborators.
• Outstanding social skills and a keen attention to detail.
• Creative problem-solving abilities and an adaptable, flexible approach to project management.
• Proficiency with content creation tools and software (e.g., MS Office suite, design software, Adobe etc.).
• Self-motivated, and able to work in a fast-paced and multifaceted environment.

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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

• Executive Relationships. Growing trust and influence with senior leadership of our focus partners. Developing joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the India region.
• Sales Management. Working with internal and external field sales teams to take joint sales plays, programs and industry solutions to specific market segments for execution.
• Market Development. Work with the specified partners’ business development, marketing, and solution architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market.
• Business Cadence. Execute, manage and deliver India pipeline and revenue growth cadence tied to the specified partners’ strategies and initiatives.
• Strategy. Help shape and evolve Elastic’s partner strategy, while implementing plans and execution in the India region.
• Partner Ecosystem. Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships.
• Communication. High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic’s partner ecosystem, strategy & programs.
• Educate. Ensure partners’ stakeholders understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio.

• 8+ years in Partner Sales or Partner Management roles.
• Extensive external industry network with 10+ years of SaaS based solutions and/or open source technologies.
• Executive presence; executive selling, communication and business development skills.
• Proven performance, personally leading to measurable revenue results through strategic partnerships.
• Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process.
• You need strong skills in analysis, organization, and managing projects. You must be able to make quick, informed decisions that can lead to smart risks. Your choices will have a direct impact on financial investments, revenue increases, and the performance of the teams you are part of.
• Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization.
• Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment.
• Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act.
• Accountability and a bias for action.
• High energy, great attitude, collaborative approach, and a learning mindset.
• Willingness to travel (up to 20%).

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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

• Assist in the evaluation of technology risks end-to-end processes and new projects at Elastic from planning, scope development to execution which includes:
• Evaluating, documenting, and advising on end to end business system architecture and processes in order to effectively manage IT risks and build out mitigation measures
• Documenting and evaluating end-to-end business systems architecture and processes to effectively manage IT risks to assist in the design of appropriate mitigation measures
• Validating design of processes and controls to facilitate internal or external audits
• Assist with internal controls walkthroughs and obtaining evidence requested from audit teams
• Analyzing audit deficiencies or improvement opportunities by defining the appropriate remediation plans
• Educate a diverse workforce in the “why”, “what”, and “who” of risk management

• 2 to 3 years of experience in IT Audit or IT Risk Advisory from a Big 4 public accounting firm, or a public company
• A deep understanding of IT General Controls and the role they play in an overall control environment is a must
• Knowledge of how periodic user access reviews work, and critical audit testing attributes
• Experience with reviewing and analyzing SOC1/2 reports
• Ability to manage multiple tasks and priorities, and to stay organized and efficient in a fast-paced environment
• Natural curiosity for finding opportunities for automation in processes and controls
• Excellent communication skills and ability to work effectively across multiple functional and business groups
• Ability to think critically and creatively to resolve issues
• Demonstrated creativity and flexibility in problem solving and project collaboration

• Experience working with modern GRC solutions such as AuditBoard and project management platforms such as Jira
• Ability and interest in working in a fast-paced, high-growth setting with a positive approach
• Worked with multicultural and geographically distributed teams

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 a minimum of 16 weeks of parental leave

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country 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