Elastic is searching for a Strategic Account Executive to manage Wells Fargo. The ideal candidate will currently reside in either North Carolina or NYC and have prior experience selling complex technology solutions to Wells Fargo 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 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.
What You Will Be Doing:
- 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 & 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
Role Requirements:
- 10-15+ years of experience in technology Sales in the Banking and Financial Services Industry
- Proven track record working with Wells Fargo as either the Global Account Manager or Strategic Account Manager
- Experience leading complex deal negotiations across a similar type of software and SaaS solution with proven successful track record
- 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
- Experience selling to and influencing C-level executives at Fortune 500 companies on seven-to-eight figure opportunities
- 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
- Outstanding leadership and strong ability of working with and managing people across functions and geographies
- Bachelor’s degree or equivalent work experience
