Pub Sec Account Executive III

Elasticsearch B.V.; Delhi; On-site; INR 3,500,000 - 7,000,000; Full time

Benefits offered by this job

Health coverage for you and family

Flexible locations and schedules

Generous vacation days

Parental leave

Volunteer days

Job summary

Elastic is seeking a Public Sector Account Executive focused on Defence, the Ministry of Home Affairs, and Space Agencies in India. You will lead strategic government opportunities, build trusted relationships with CXOs and senior officials, shape solutions, and drive complex deals involving multiple stakeholders.

You must understand government procurement processes, manage long sales cycles, and align Elastic’s offerings in Search, Observability, Security and AI with government priorities to

Qualifications

• Solid Public Sector sales experience with a proven track record of revenue growth and securing strategic government contracts across Defence, MHA, Space and related agencies.
• Ability to navigate long sales cycles, tenders, frameworks, and multiple stakeholders to close deals.

Responsibilities

• Build and manage strategic relationships with senior stakeholders in Defence, MHA, Space Agencies, and security/intelligence organisations.
• Develop and execute strategic account plans identifying whitespace, expansion potential and long-term growth in government accounts.
• Manage the end-to-end sales process including prospecting, discovery, solutions presentation, proofs of concept, negotiations, procurement, contracting and closing.
• Drive pipeline and revenue; maintain robust CRM forecasts and meet sales targets.
• Collaborate with internal teams and partners to create engaging customer interactions and tailor Elastic solutions to government priorities.

Skills

Public sector sales

Stakeholder management

Consultative selling

Executive relationship building

Strategic account planning

Job description

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:

As a Public Sector Account Executive focused on Defence, the Ministry of Home Affairs (MHA), and Space Agencies, you will play a strategic role in expanding Elastic’s presence across India’s most mission-critical government institutions. You will build trusted relationships with senior stakeholders in government, defence, security, intelligence, and space. You will also gain a deep knowledge of their challenges related to operations, security, and data.

In this role, you will lead the entire sales process. This means finding strategic opportunities and building relationships with executives. You will shape solutions and create account strategies. Additionally, you will drive complex deals that involve multiple stakeholders. You will showcase Elastic’s features in Search, Observability, Security, SIEM, AI, and intelligent data platforms. This will help government organisations gain real-time visibility. It will also strengthen their ability to withstand cyber threats, accelerate mission results, and unlock value from their data.

You need to have a solid knowledge of the Defence, Homeland Security, Law Enforcement, Intelligence, and Space sectors. You should be able to interact with CXOs, senior government officials, technical leaders, and strategic partners.

What You Will Be Doing:

• Build and manage strategic relationships with senior stakeholders. This includes stakeholders in Defence, MHA, Space Agencies, and security and intelligence organisations. Understand their priorities. Position Elastic as a trusted technology partner.
• Develop and execute strategic account plans, identifying whitespace, new opportunities, expansion potential, and long-term growth across key government accounts.
• Manage the entire sales process. This includes prospecting, discovery, and presenting solutions. You will also oversee proofs of concept, commercial negotiations, procurement, contracting, and closing deals. Drive customer value at every stage.
• Drive pipeline and revenue performance. Maintain a robust pipeline and ensure reliable CRM and forecasts. Manage opportunities in a disciplined way. Consistently meet sales targets.
• Work with internal teams and partners to create engaging interactions with customers. This includes organising executive briefings, proposals, and solutions. Use customer insights and market information to drive growth and improve Elastic’s presence in the Public Sector.

What You Bring:

• Solid Public Sector sales experience, with a proven track record of leading revenue growth and securing strategic government contracts across Defence, MHA, Space, and related agencies.
• A solid knowledge of how the government buys and procures is required. This includes comprehending complex processes, working with various stakeholders, managing tenders, using frameworks, and navigating lengthy sales cycles.
• You should have solid skills in building relationships and managing stakeholders. You need to engage with and influence senior leaders in government, defence, security, and technology.
• You must have solid consultative selling and communication skills. You should understand important requirements and present effective business and technology solutions.
• Proven ability to build and execute strategic account plans, identify new opportunities, launch solutions, and expand strategic public sector accounts.
• We prioritize our customers and their missions. Our goal is to align Elastic’s solutions with government priorities and initiatives. This way, we can deliver measurable outcomes in business, operations, security, and society.

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 a 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 [e-mail]. We will reply to your request within 24 business hours of submission.

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Family and Medical Leave Act (FMLA) Poster

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