Account Executive - MSSP

## Responsibilities - Recruit & develop new MSSP partners: Identify and engage target MSSPs and security-focused MSPs across UKI, leading the conversation from prospecting through programme enrolment and first revenue. - Grow existing MSSP relationships: Own a portfolio of established partners; build joint business plans, define security service roadmaps, and expand Elastic’s footprint across their customer base. - Build & forecast an accurate pipeline: Manage a healthy pipeline of 'to' and 'through' partner opportunities, maintaining ≥90% forecast accuracy and CRM hygiene throughout. - Tell the Elastic value story: Deliver tailored narratives connecting Elastic Security’s platform—Attack Discovery, AI Assistant, Workflows, Agent Builder, resource-based pricing—to the commercial outcomes MSSPs care about: margin, scalability, and differentiation. - Shape the partner’s security roadmap: Collaborate with partner product and operations teams to build a capability roadmap on Elastic, enabling scalable managed security service delivery across cloud, on-premise, or hybrid. - Enable partner sales & technical teams: Train MSSP teams on Elastic’s proposition and co-create joint go-to-market plans aligned to the Elastic Partner Programme. - Convert MSPs to recurring security revenue: Guide traditional MSPs and VAR partners from transactional resale into profitable, recurring managed security services built on Elastic. ## Requirements - Proven MSSP/MSP sales track record: 5+ years of quota-carrying experience with managed service or managed security providers, consistently overachieving in a consumption or recurring revenue model. - Hunter mentality: Demonstrated ability to identify and land net-new partner relationships from a target list—you generate your own pipeline and thrive in a high-growth environment. - Expert discovery & qualification: Applies MEDDPICC or equivalent frameworks to drive disciplined pipeline management and eliminate low-probability deals early. - Security domain fluency: Working knowledge of the MSSP landscape, SIEM/XDR market dynamics, and the business model pressures facing Tier 2/3 security providers in UKI. - Technical & commercial literacy: Comfortable discussing cloud economics, resource-based pricing, multitenancy architectures, and how AI-driven triage translates to MSSP margin improvement. - Negotiation & closing capability: History of landing multi-year, high-ACV partner agreements while protecting margin and securing CxO buy-in. - Collaborative & coachable: Partners effectively with internal teams and embodies Elastic’s values of community, openness, and distributed innovation. ## Nice to Have - Experience at an open-source, developer-centric, or Search AI infrastructure company. - Familiarity with SIEM/XDR/EDR use cases in an MSSP delivery context, or experience displacing legacy SIEM vendors (Splunk, QRadar, Sentinel). - An existing network of MSSP or SOC-as-a-service relationships across UKI. - Genuine appreciation for open-source communities and the Elastic model. ## Benefits - The role is part of a high-growth company with a strong market presence and innovative technology. - Opportunity to work with a dynamic team and contribute to shaping the future of managed security services. - Potential for career growth and professional development within the company.