Elastic Senior Account Executive - Security 

United States 

617964153

• Building awareness and driving demands for Elastic Security solutions within new Enterprise accounts, by acting as player/coach for Regional Enterprise Account Executives and customers derive value from their data sets
• Work collaboratively with the Elastic Security Specialists SA's on account planning, strategy as well as creative projects that will generate sales leads
• Serving as an evangelist for our Elastic Security offerings while communicating and demonstrating the capabilities of our commercial features
• Act as a player/coach to the regional sales team to collaborate and teach the sales team how to successfully sell Elastic Security
• Collaborating across Elastic Security Product and Engineerings teams to stay on top of Elastic Security offerings and to build internal relationships to ensure customer success
• Working thoughtfully with regional sales teams and customers to identify new business opportunities, managing through the sales cycle and closing complex transactions
• Work with regional teams to reply to customer request for quotes and proposals
• Act as a player/coach for all customer Elastic Security proof of concept/value engagements
• Deliver Elastic Security customer whiteboard, roadmap, product presentations and work closely with regional Solutions Architect team to collaborate on Elastic Security demos
• Work with regional sales leadership to report on team cybersecurity opportunities and participate in team calls
• Work with Regional Marketing Teams on webinars, workshops, to help drive Elastic Security pipeline

• 10+ years of high achievement selling enterprise platform solutions into one of the following markets (SIEM, log management, cybersecurity, data analytics, or data management).
• Ability to adapt, thrive and excel in a fast-moving, nimble environment.
• A track-record of success selling to CIOs, CISOs, and Enterprise Cybersecurity teams in the Fortune 5000, demonstrated by overachievement of quota and strong customer references
• Consultative sales approach – ability to challenge companies/businesses to think differently
• Self-starter able to work independently but also team oriented – work together, win together attitude
• Success running the entire sales cycle from lead generation to close with a disciplined approach / methodology (MEDDPICC, MEDDIC, Challenger, Sandler, etc)
• Comfortable in an overlay team selling role working in close collaboration with a Core Sales Team as a partner
• Strong presentation skills and ability to skillfully interact with technical stakeholders as well as executive decision makers
• The ability to build relationships and credibility with both internal Regional Enterprise Account Executives and and external Cybersecurity Executives
• Work with regional team to deliver predictable and accurate forecasting capabilities using SFDC
• An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day
• Previous experience selling into the Enterprise accounts included in this territory

• Previous experience selling SIEM, Security Analytics, Endpoint Security, or Cloud Security.

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

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.

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 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.

The typical starting salary range for this role is:$135,900—$215,100 USDThe typical starting Target Variable range for this role is:$90,600—$143,300 USDThe typical starting On-Target Earnings (OTE) range for this role is:$226,500—$358,300 USD