The posting
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.
What is The Role
The Elastic Regional Services Partner (RSP) is a proven services seller and trusted advisor who accelerates our customers’ time to business value through Elastic’s professional services and enablement. The RSP owns services sales, from first conversation through to a well-scoped, profitably delivered engagement, and is accountable for bookings, pipeline, and forecast accuracy in the territory.
Reporting to the Regional Services Director (RSD), APJ, the RSP partners with Sales, Account, Customer Success, and Delivery teams to position outcome-oriented services, often with customized value propositions. The RSP shapes the services territory strategy, develops proposals and Statements of Work (SOWs), and ensures customers are satisfied with their Elastic Services investment.
The RSP also works closely with the RSD to retain oversight of a portfolio of engagements in the region, acting as a point of escalation and governance while collaborating with Delivery Management and Project Coordination. The RSP engages directly with customers and internal stakeholders across the lifecycle, driving adoption of Elastic solutions for both new and existing customers.
This role is an ideal opportunity for those aspiring to grow into broader leadership positions such as Regional Services Leader or Director.
What You Will Be Doing
- Bookings, Pipeline & Forecast: Own a services bookings target for the territory. Build and progress pipeline, forecast accurately and on time, and deliver year-over-year growth.
- Account Team Collaboration & Proposal Development: Partner with account teams and customers to discover needs, ideate services solutions, and develop SOWs. Own the services bid and negotiation process alongside Account Executives.
- Scoping & Commercial Structuring: Structure engagements as Fixed Price, outcome-based, or Time & Materials as appropriate. Work with Delivery to scope accurately, assess risk, and protect margin.
- Upstream Value & Executive Access: Engage early in the opportunity lifecycle to shape executive-level problem framing, business outcomes, and value hypotheses, including where initial access is limited to IT stakeholders.
- C-Level Engagement: Engage executives (C-level to C-level minus 2) using a consultative selling approach, positioning Elastic as a long-term partner.
- Strategic Advisor & Customer Advocacy: Act as a trusted advisor, create Elastic advocates, and feed insights from services engagements back into the wider sales organisation.
- Delivery Partnership: Work hand in hand with Delivery Managers and Practice Leads from pre-sales to launch, so that what is sold can be delivered successfully and profitably.
- Portfolio Leadership & Governance: Provide leadership over a portfolio of engagements in the region, ensuring direction, support, and escalation management.
- Territory Planning: Develop a services territory plan and an account plan for each priority customer, aligned to their business goals across the markets you cover.
- Cross-Functional & Partner Collaboration: Build strong relationships with Sales, Customer Success, and Alliances and Partner organizations within a co-sell model.
- Customer Success Focus: Support account success plans with a services point of view, helping customers establish and achieve critical business goals.
- Vision & Value Communication: Create a compelling vision for services outcomes and clearly articulate how Elastic services generate measurable business impact.
- Enablement & Contribution: Contribute to practice development by sharing best practices, refining offerings, and mentoring peers.
What You Bring
- 10+ years of consultative sales experience with a proven record of consistently exceeding quota.
- 5+ years selling and/or delivering professional services for a strategic consulting firm, large-scale system integrator, or professional services unit within a software company.
- Experience selling in APJ, ideally across several of our markets (ASEAN, Hong Kong, Korea, Taiwan), with an understanding of local buying and procurement practices.
- Experience structuring and scoping Fixed Price or outcome-based engagements, including risk assessment and margin discipline.
- Demonstrated ability to develop and maintain C-level relationships where you are recognized as a trusted advisor.
- Experience growing accounts with large and complex pursuits ($M+).
- Highly collaborative, and able to excel in a complex environment.
- Experience creating outstanding responses to the functional and technical elements of RFIs and RFPs.
Additional Qualifications
- Ability to prioritize and manage multiple customer engagements across a multi-country territory.
- Strong commercial and governance acumen, with experience overseeing delivery portfolios and driving customer adoption.
- Strong communication and presentation skills with C-level and executive audiences.
- Technical fluency in search, observability, or security platforms sufficient to scope work credibly with delivery teams.
- Bachelor’s degree in Business, Computer Science, Economics, or equivalent experience or certification.
Bonus Points
- Knowledge of Elastic solutions, Linux, NoSQL, or related open-source technologies.
- Experience as a billable consultant, project manager, or delivery leader, which builds empathy and customer credibility.
- Passion for open-source technology and the Elastic business model.
- Experience in governance and oversight of delivery portfolios.
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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