Account Executive Public Sector

## Responsibilities - Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within (new) Public Sector accounts while deepening engagement with existing ones. - Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face. - Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings. - Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently. - Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth. - Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles. - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. ## Requirements - The Right Blend: A combination of high-level technical curiosity and the gravitas of a value-based seller - Proven Track Record: Success in SaaS subscription sales in Public Sector accounts, evidenced by overachievement - Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical - Executive negotiation & closing: Lead high-stakes contract and pricing discussions - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization - Relationship Building: Adept at establishing credibility with both technical developers and executive leadership - Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date - Ability to create alignment across teams to accelerate deals - AI Mindset: Use new technologies for performance advantage and deal structuring - Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions ## Nice to Have - Bonus Points: Not specified in the provided text. ## Benefits - Not specified in the provided text.