Account Executive / Retail

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

As an Account Executive for the retail sector, you will be responsible for driving digital transformation by leveraging the Elastic Search AI Platform. You will utilize your expertise in security, observability, and search AI to manage a portfolio of high-value accounts, solving complex operational and data challenges. This role requires a mindset focused on both new customer acquisition and existing customer retention, with an emphasis on value-based selling and building long-term relationships with executive leadership.

What You Will Be Doing

• Strategic Account Management: Develop and execute comprehensive territory plans to maximize growth in the retail and manufacturing sectors. Build relationships with executive leadership: establish and maintain connections with "C-level" and "Director-level" executives such as CTOs, CISOs, and CIOs, and align Elastic’s solutions with the customer's business goals.
• Value-Based Selling: Conduct discovery sessions to deeply understand customer pain points. Quantify the business impact of Elastic’s technology through TCO (Total Cost of Ownership) and ROI (Return on Investment) analysis.
• Leadership: Act as the "CEO" of your assigned accounts, leading and coordinating internal resources (Solution Architects, Customer Success Managers, support teams, etc.) to ensure successful adoption and long-term utilization.
• Project Oversight and Execution: Lead and support customer projects from the sales process through to implementation, ensuring that promised business value is delivered.
• Cross-functional Collaboration: Work with Solution Architects, Customer Architects, Marketing, and Channel teams to build a robust pipeline and expand your influence within your assigned territory.

What You Bring

• Sales Excellence: A proven track record of meeting or exceeding quotas in SaaS or enterprise software sales. Experience selling security (SIEM/EDR) or observability (APM/log management) products is a plus.
• Value Selling Methodology: Expertise in methodologies and frameworks such as MEDDPICC, Challenger Sale, or Value Engineering.
• Industry Knowledge: A deep understanding of the market environment and business structure of the retail industry (e-commerce, supply chain).
• Execution Leadership: The ability to lead an account team composed of diverse experts and manage/drive complex procurement processes involving numerous stakeholders.
• Technical Literacy: While not a developer role, you must have the knowledge to discuss concepts like Generative AI (RAG) and vector databases, which are at the core of Elastic’s current "Search AI" strategy.
• Predictability: Strong sales forecasting skills and experience using Salesforce or similar CRM tools.

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

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

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [email protected]. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster;Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ 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, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). 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.

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