アカウント営業/リテール (Account Executive, Retail) - Elastic

About the Role

Elastic is looking for an Account Executive to drive digital transformation within the retail and manufacturing sectors. You will manage a portfolio of high-value accounts, leveraging the Elastic Search AI platform to solve complex operational and data challenges. This role requires a balance of new business acquisition and existing account management, with a focus on value-based selling and building long-term relationships with C-level executives.

What You Will Be Doing

• Strategic Account Management: Develop and execute comprehensive territory plans to maximize growth in retail and manufacturing sectors.
• Executive Engagement: Build and maintain relationships with C-level and Director-level stakeholders (CTO, CISO, CIO) to align Elastic solutions with business goals.
• Value-Based Selling: Conduct deep-dive discovery to understand customer pain points and quantify business impact through TCO and ROI analysis.
• Leadership: Act as the 'CEO' of your accounts, orchestrating internal resources (Solution Architects, Customer Success, Support) to ensure long-term adoption and success.
• Project Oversight: Lead and support customer projects from the sales process through to implementation.
• Cross-functional Collaboration: Partner with marketing, channel teams, and technical architects to build a robust pipeline and expand influence within your territory.

What You Bring

• Sales Excellence: Proven track record of meeting or exceeding quotas in SaaS or enterprise software sales. Experience in security (SIEM/EDR) or observability (APM/log management) is a plus.
• Methodology: Expertise in value-selling frameworks such as MEDDPICC, Challenger Sale, or Value Engineering.
• Industry Knowledge: Deep understanding of the retail industry, including e-commerce and supply chain dynamics.
• Leadership: Ability to lead diverse account teams and manage complex procurement processes involving multiple stakeholders.
• Technical Literacy: Ability to discuss Search AI, Generative AI (RAG), and vector database concepts fluently.
• Predictability: Strong sales forecasting skills and proficiency with CRM tools like Salesforce.

Why Elastic?

• Competitive pay based on role and impact, not previous salary.
• Flexible work locations and schedules.
• Generous vacation policy and parental leave (minimum 16 weeks).
• Support for volunteer projects and financial donation matching.
• Inclusive culture that celebrates diverse perspectives.