Elastic Senior Account Executive Defence 

Australia 

737225538

• Managing a book of business and identifying growth opportunities
• Building awareness and strong points of views on how we solve business challenges related to search and security within Public Sector accounts
• Building a robust business plan for your territory/ assigned accounts, which leverages partners
• Building executive relationships, establishing meetings with a broader array of executives and proactively selling to multiple levels of the organization
• Collaborating across Elastic business functions to ensure a seamless customer experience
• Working thoughtfully with customers to identify new business opportunities, managing through the sales cycle and closing complex transactions
• Building a robust business plan through community, customer and partner ecosystems to achieve significant Elastic growth within your accounts
• Managing a sales cycle from creation to close
• Presenting and demonstrating the value of products and services to prospective buyers
• Compiling and analyzing data to uncover trends as well as staying up to date on company offerings and industry trends
• Building long-lasting, mutually beneficial relationships with external contacts and internal departments to create a better customer experience
• Demonstrating accurate forecasting capabilities using SFDC and Clari

What You Bring With You:

• Strong relationships and networks within the government sector (especially Defence and Intelligence agencies)
• An understanding of the mission and challenges faced by Defense and Intelligence agencies
• 10+ years of enterprise selling experience
• Experience working with large, complex, high visibility, strategic or tactically important accounts
• A track-record of success in selling into net new complex accounts, demonstrated by an overachievement of past quotas and strong customer references
• A deep understanding of and preferably experience selling into the Elastic solution ecosystem, including: Enterprise Search, Logging, Security, APM and Cloud
• The ability to build relationships and credibility with both Developers and C-Suite Executives
• An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every single day
• An ethical and customer centric way of operating
• Excellent communication and presentation skills, with the ability to story tell
• Experience in leading teams through sales cycles and the ability to develop and articulate an enterprise-wide CXO vision for the sales pursuit