Regional Services Director, ANZ

The Elastic Regional Services Director (RSD) is a proven dynamic leader focused on the winning and delivering outcome based, Enterprise level Services propositions.  The RSD will drive significant growth, adoption and value from the Elastic platform across a defined executive customer base / region - focused on generating and leading opportunities at  - and in this case, focus will be on ANZ (within Elastic’s APJ Region).

This is an executive customer-facing role for leading our consulting and training teams, developing new business in the region, meeting financial targets, and building strong relationships both within Elastic and with our customers and partners. You will have the opportunity to work with a world-class services, engineering, and sales team and wear many hats and the expectation is that the right candidate will be instrumental in raising our capability and how we ‘show up’ as an evolving Services practice. 

Reporting to the VP, Services APJ (and as a member of the Services APJ Leadership team), you will partner with the Sales Account & Delivery Teams to position outcome-oriented services offerings for C-suite customers - often requiring customised value propositions - you will be a ‘rainmaker’. You will be responsible for crafting a services territory strategy, generating proposals and/or statements of work to meet customer needs, and ensuring the customer maximises the success of their investment in Elastic.  

This position requires the successful candidate to not only undertake the role for today, but take the opportunity to invest, build and develop a significantly larger team as our business continues to experience phenomenal year-on-year growth. 

What You Will Be Doing:

• Growth Strategy - Driving the definition, communication and successful implementation of the regional growth strategy in support of and in collaboration with the Sales Account and Delivery Teams (including hiring, P&L management and reporting)
• Becoming a Strategic Advisor & Driving Customer Advocacy – Establishing a trusted advisor relationship with strategic customers and create "Elastic Advocates” while transferring knowledge from Services engagements to the broader sales organisation
• Business Leadership - Taking ownership and accountability of achieving key business KPIs; including Bookings, Revenue, Utilisation and other associated Services metrics; driving you growth
• Strategic Engagements - Taking personal ownership and accountability for securing, nurturing and developing key strategic accounts; driving the discovery, ideation and delivery process and next steps with the account team and the customer
• Evolution - Actively inputting into the direction, evolution and growth of the EMEA Services business.  Generate excitement, energy and passion taking the team with you; inspiring confidence in individuals to learn, grow and to deliver on their potential

What You Will Bring:

• Minimum of 8-12 years experience in relevant professional services or pre-sales functions
• The ability to excel at working directly with senior / board level customers to gather, prioritise, plan and execute solutions to customer business requirements as it relates to technology
• Proficiency in the value and delivery aspects of the  technology domain of search, analytics, or related technologies
• Demonstrable experience of owning complex negotiations across terms, contract structure and associated deliverables
• A 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 20%-30% of the time, including internationally
• Bonus Points:
• 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
• Passion for open-source technology and business model
• Hold or has formerly held Public Sector Security Clearances

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