Senior Regional Services Partner

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 Elastics complete cloudbased solutions for search security and observability help organizations deliver on the promise of AI.

What is The Role

The Elastic Regional Services Partner (RSP) is a proven expert focused on accelerating our Customers time to business value through Elastics expert professional services & enablement. Through the RSPs ongoing pursuit of positioning the right services strategy to our customers they will become a trusted advisor to the customer field teams and Customer Success Group (CSG) leadership.

Reporting to the APJ Head of Services this individual will partner with the Sales Account and Delivery Teams to position outcomeoriented services offerings for their customers often requiring customised value propositions. They will be responsible for crafting a services territory strategy generating proposals and/or statements of work to meet customer needs and ensuring the customer is satisfied with their Elastic Services investment.

The RSP will also work closely with the APJ Head of Services to retain oversight and leadership over a subset (a portfolio) of the engagements within the region; acting as a point of leadership for escalations and governance working in close collaboration with the Delivery Management and Project Coordination functions who will have delivery accountability.

The RSP will work with all Elastic stakeholders and customers directly to understand and support our customers throughout their lifecycle driving adoption through services engagements for both new and existing customers

The role of the RSP is an ideal opportunity for those wishing to progress their career towards a wider more senior Regional Services Leader / Director position.

What You Will Be Doing:

• Account Team Collaboration & Services Proposal Development drive the discovery ideation delivery and next steps with the account team and the customer.
• Develop and deliver Statements of Work aligned to and ensuring customer value is achieved based on key agreedupon outcomes. The RSP is responsible for owning the Services bid & negotiation process working closely with our Account Executives.
• Building & Fostering Strong Relationships Develop deep relationships with customers by tailoring the appropriate services strategy aligned to our customers objectives which will increase adoption and longterm success with Elastic Solutions.
• Becoming a Strategic Advisor & Driving Customer Advocacy Establish a trusted advisor relationship with each assigned customer and create Elastic Advocates while transferring knowledge from Services engagements to the broader sales organisation.
• Pursue Customer Operational Excellence Working with the Elastic Advocates and our Services delivery teams drive to continuously position the right Services which amplify the value of Elastic products while enhancing customer capabilities on our products.
• Provide leadership and effective governance over a portfolio of the engagements within the region; assuring the team have the direction support and guidance as needed.
• Mastery of your Profession Our Services drive customer health and our customers should be extremely satisfied with their investment in Elastic Services. Support success plans with a Services PoV (Point of View) for a portfolio of accounts and proactively work with customers to establish and achieve critical goals.
• Demonstrating Elastic Proficiency Remain uptodate on Elastic solutions and products and maintain familiarity to all Company methods and procedures.

What You Will Bring:

• Bachelor or graduate degree in Business/Economics Computer Science or related discipline or comparable certification and experience
• Minimum of 812 years experience in relevant professional services or presales functions
• The ability to excel at working directly with customers to gather prioritise plan and execute solutions to customer business requirements as it relates to technology
• Proficiency in the value and delivery aspects of the technology domain of search analytics or related technologies
• Demonstrable experience of owning complex negotiations across terms contract structure and associated deliverables
• Strong commercial and delivery governance acumen
• A track record of contributing to the growth of a services business through actions such as developing best practices improving sizing advancing offerings etc.
• The ability to utilize industry expertise and business acumen to understand a customers motivation business drivers strategic goals and objectives and desired business outcomes.
• The ability to engage customers especially CLevel to Clevel 2 using a consultative selling approach that positions Elastic and yourself as a longterm trusted advisor relationship.
• The ability to create a compelling vision and clearly communicate our transformative solutions with the goal of generating significant success and business value from a customers investment in the Elastic Platform.
• The ability to manage create and negotiate services bid focused on outcomes aligned to milestones tied to the overall vision of the customers project.
• The ability to develop and manage a Services territory plan and a personalised strategy for each customer which aligns with their business goals.
• The ability to forecast Services accurately and in a timely manner.
• The ability to form a strong relationship with the License Sales organisation and regional Alliances/Partner organisations that are instrumental to success and N&E growth
• The ability to establish and maintain a governance structure and operating model rhythm to monitor a portfolio of inflight engagements

#LINC1

Additional Information We Take Care of Our People

As a distributed company diversity drives our identity. Whether youre 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 doesnt matter if youre 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/affirmative action employer committed to diversity equity and inclusion. 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 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 encryption software and technology that is subject to U.S. 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 Russia Syria the Crimea Region of Ukraine the Donetsk Peoples Republic (DNR) and the Luhansk Peoples Republic (LNR). 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.

Please seeherefor our Privacy Statement.