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relentless pursuit of positioning the right services strategy to our customers they will become a trusted advisor to the customer, field teams and CSG leadership. Reporting to the UK&I Regional Services Manager, this individual will partner with the Public Sector Sales Account & Delivery Teams to position outcome-oriented services offerings for their customers - often requiring customized value propositions. They will be responsible for crafting a Public Sector 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 Pre-Sales Delivery Manager will work with all Elastic stakeholders to understand and support our customers throughout their lifecycle, driving adoption through services engagements for both new and existing customers.
The Elastic Pre-Sales Delivery Manager will also be leading our Public Sector portfolio of projects & programmes, achieving revenue targets, managing communications, meeting facilitation, and reporting. The primary measurement of success for this role will be delivery meeting or exceeding our customer expectations, within cost and margin expectations and while consistently meeting customer satisfaction.
Responsibilities:
Account Team PMO & Services Proposals - For select engaged customers, drive the discovery, ideation and delivery process 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 project milestones and key agreed upon outcomes. The PreSales Delivery Manager is responsible for owning the Services bid & negotiation process, working closely with our Account Executives. Our customers should be extremely satisfied with their investment in Elastic Services.
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 long-term 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 organization
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
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 for portfolio of accounts and proactively work with customers to establish and achieve critical goals
Demonstrating Elastic Proficiency - Remain up-to-date on Elastic solutions and products and maintain familiarity to all Company methods and procedures.
Delivery of a portfolio of concurrent projects from Public Sector consultancy engagements to outcome based projects.
Engagement with Public Sector Customers start to finish while identifying and mitigating risk, status reporting, and operations.
Highly collaborative with all Stakeholders including account teams, architects, consultants, third-party partners, internal business operations teams and customers
Qualifications / Requirements:
Minimum of 8-12 years experience in professional services & project delivery management including pre-sales functions
Excels at working directly with customers to gather, prioritize, plan and execute solutions to customer business requirements as it relates to technology
Experience delivering technology solutions in search, analytics, or security domains
Have existing, or is able to, obtain UK security clearance
Demonstrable experience of owning complex negotiations across terms, contract structure and associated deliverables
Track record of contributing to the growth of a services business through actions such as: developing best practices, improving sizing, advancing offerings, etc.
Ability to travel up to 50% of the time, including internationally
In addition:
Bachelor or graduate degree in Business/Economics, Computer Science, or related discipline, or comparable certification and experience
Understanding of our technology space, including Elasticsearch, Linux, Software Development, NoSQL, and/or databases
Experience working as a billable consultant or project manager is valuable for empathy and understanding
Skills:
Utilize industry expertise and business acumen to understand a customer's motivation, business drivers, strategic goals and objectives, and desired business outcomes
Engage customers, especially C-Level to C-level -2;, using a consultative selling approach that positions Elastic and yourself as a long-term trusted advisor relationship
Create a compelling vision and clearly communicate our transformative solutions
Manage, create and negotiate services bid focused on outcomes aligned to milestones tied to the overall vision of the customers' project
Develop and manage a Services territory plan and a personalized strategy for each customer, which aligns with their business goals. Forecast Services accurately and timely
Form a strong relationship with the License Sales organization
Technical understanding, strategic mindset, translating Elastic vision into a tangible, practical and effective project plan
Experience of successfully executing projects from beginning to end
Robust & effective project change management skills
Excellent Customer management & relationship building skills
Execution: Identify & mitigate risk, status reporting, & operations
Ability to identify renewal and add-on opportunities, using lessons learned and looping them back into our internal best practice
Highly collaborative and excels in a complex, matrixed environment
PMP/Scrum master certifications preferred
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.
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)
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