Strategic Enterprise Account executive (NTT Group)

Elastic (Tokyo, 日本) フォロー 13日前

Full-time AI Transparency Analytics Open Source Direct Sales

今すぐ適用する

Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.

Elastic, the Search Analytics company, is seeking a dynamic Strategic Enterprise Account Executive to propose and sell Elastic solutions such as Observability, Security, and Generation AI to major new customers of NTT Group, especially NTT Docomo Group (Docomo, Comware) and NTT Data, while leveraging the necessary ecosystems and taking the lead in the sales process. As an integral part of our growth strategy, you will play a key role in expanding our presence within Enterprise customer accounts in Tokyo, Japan, with a specific focus on selling into NTT group.

In This Role, You Will:

Drive the adoption of Elastic's AI-powered search solutions and deepen our engagement with existing Strategic accounts, particularly within NTT group.
Position yourself as a trusted advisor, assisting users and customers in harnessing the full power of Elastic's search analytics to transform their data into actionable insights.
Proactively identify new business opportunities with customers, successfully navigating complex sales cycles, with a specific emphasis on selling into NTT group.
Champion our Open Source offerings, articulating the value and capabilities of our advanced commercial features.
Identify and develop new use cases, showcasing how Elastic’s solutions enable users to work more efficiently and intelligently in the context of the Japan SaaS market.
Collaborate closely with various Elastic business functions to ensure an exceptional customer experience.
Develop a comprehensive business plan leveraging community, customer, and partner ecosystems to drive significant growth within the strategic accounts.
Propose and sell Elastic solutions such as Observability, Security, and Generation AI to major new customers of NTT Group, especially NTT Docomo Group (Docomo, Comware) and NTT Data, while leveraging the necessary ecosystems and taking the lead in the sales process.

What You Bring:

Prior experience selling into NTT group in a high-touch direct sales motion.
Established executive relationships with key stakeholders and decision-makers in NTT Holdings being mandatory. Adept at building relationships and establishing credibility with both developers and executives.
A proven track record in SaaS subscription sales, particularly in complex accounts, evidenced by quota overachievement and strong customer references in the Japan market, with a focus on closing large deals.
In-depth understanding and, ideally, experience in selling solutions related to Enterprise Search, Log Analytics, Security, APM, and Cloud in the context of the Japan market.
Consistent and accurate sales forecasting skills using SFDC.
Enthusiasm for the Open Source model and a deep appreciation for the community relying on our solutions, with native-level Japanese language proficiency and conversational English being required.
Able to build appropriate sales plans and execute as a sales representative, from a high-touch approach to deal generation, pipeline management, and goal achievement.
Understand and be able to implement pipeline progress models such as MEDDPICC.
Understand the value of Elastic solutions and execute value selling to customers rather than selling products.
Understand the importance of software stock business.
Understand the importance of the partner ecosystem required by the client and be able to leverage it to develop business.
Able to approach both executive management and frontline of customers to increase awareness of Elastic and achieve business goals.
Understand GTM models such as Sell to, Sell through, Sell with, etc.

Bonus Points:

Experience in selling within an Open Source model.

If you're eager to contribute to the world of Search Analytics and thrive in solving complex problems through the power of AI-driven search, Elastic wants to hear from you!

NTTグループ担当アカウントエグゼクティブに求められる内容について

職務内容

１）NTTグループ、特にNTTドコモグループ（ドコモ、コムウエア）、NTTデータなどの主要新規顧客でのObservability、Security, 生成AI関連などを中心としたソリューション需要に対しElasticソリューションの提案・販売を、、自ら必要なエコシステムを活用しながら推進し、目標の達成を目指す

２）NTTグループ全体のアカウントプランの作成を行い、グループ全体から主要会社の戦略の理解と、営業活動のプランニングを行う

３）Elasticのライセンスモデルを十分理解した上で 1. 社内利用のケースでは直接もしくはパートナーを介した間接での販売 2 NTTグループが外部への販売を目的として購入するケース（Managed Service Providor契約）などの顧客要望を理解しながら、適切な販売のモデルの提案活動を、関係者と実践する

求められる素養

担当営業としてハイタッチでのアプローチから案件の創出、パイプラインの管理、目標達成までの適切なプラン作りと実践を行えること
MEDDPICCなどのパイプライン進捗モデルを理解し、実績できること
Elasticソリューションの価値を理解し、製品販売ではなく、顧客へのバリューセリングができること
ソフトウエアSubscriptionのStockビジネスを理解していること
担当顧客に求められるパートナーエコシステムの重要性を理解し、活用しながらビジネス開拓を実施できること
顧客にマネージメント層へのアプローチと現場キーパーソンへのアプローチをバランスよく実施し、Elastic認知度の向上とビジネス目標達成に貢献できること
Sell to, Sell through , Sell withなどのGTMモデルを理解していること

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
Double your charitable giving - We match up to $1500 (or local currency equivalent)
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.

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