About the role
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, accelerated up 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.