Senior Account Executive - Canberra, Australia - Referral Board

Referral Board Canberra, Australia

2 days ago

Description

Elastic is searching for a Senior Public Sector Account Executive focused on Defence and Intelligence to help grow our Public Sector business and drive successful customer outcomes. With the explosion of data and increased investment in Security, Elastics' proven enterprise search, observability, and security offerings help the public sector to: drive value to insights by reimagining digital government, optimize IT infrastructure and prevent, detect and respond to cyber threats.

You will work closely with your customers as a trusted advisor to deeply understand their unique challenges and goals, consulting with your customers to evangelize Elastics solutions which will help your customers meet their goals. You will ultimately be responsible for generating new business in existing accounts and acquiring new customers.

What You Will Be Doing:

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

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