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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.

小売業のアカウントエグゼクティブとして、Elastic Search AIプラットフォームを活用したデジタルトランスフォーメーションを推進する責任を担っていただきます。セキュリティ、オブザーバビリティ、検索AIに関する専門知識を活かし、高価値アカウントのポートフォリオを管理し、複雑な運用課題やデータ課題を解決していただきます。この役割には、新規顧客開拓と既存顧客維持の両方のマインドセットが求められ、価値提案型の営業と長期的な経営幹部との関係構築に重点を置いています。

What You Will Be Doing

戦略的アカウント管理：小売および製造業の各セクターにおける成長を最大化するため、包括的なテリトリー（担当領域）計画を策定・実行する経営層との関係構築：CTO、CISO、CIOなどの「Cレベル」や「ディレクターレベル」の幹部と関係を構築・維持し、Elasticのソリューションを顧客のビジネス目標と整合させる
価値提案型営業（バリューベース・セリング）：顧客の課題（ペインポイント）を深く理解するためのヒアリングを行う。TCO（総所有コストやROI（投資対効果）の分析を通じて、Elasticの技術がもたらすビジネス上のインパクトを定量化する
リーダーシップ：担当アカウントの「CEO」として振る舞い、社内リソース（ソリューションアーキテクト、カスタマーサクセスマネージャー、サポートチームなど）を統率・調整し、導入の成功と長期的な活用を確実にする
プロジェクトの統括・推進：営業プロセスから導入に至るまで顧客プロジェクトを主導・支援し、約束したビジネス価値が確実に提供されるようにする
部門間連携：ソリューションアーキテクト、カスタマーアーキテクト、マーケティング、チャネルチームと連携し、強固なパイプラインを構築するとともに、担当領域内での影響力を拡大する

What You Bring

営業スキル（Sales Excellence）：SaaSまたはエンタープライズ向けソフトウェアの営業において、目標（クォータ）を達成・超過した実績。セキュリティ（SIEM/EDR）またはオブザーバビリティ（APM/ログ管理）製品の販売経験があれば尚可
バリュー・セリング手法（Value Selling Methodology）：MEDDPICC、Challenger Sale、Value Engineeringなどの手法・フレームワークに関する専門知識
業界知識：小売業界（Eコマース、サプライチェーン）の市場環境やビジネス構造に対する深い理解
実行におけるリーダーシップ：多岐にわたる専門家で構成されるアカウントチームを主導し、多数のステークホルダーが関与する複雑な調達プロセスを管理・推進する能力
技術的リテラシー：開発職ではありませんが、Elasticの現在の「Search AI」戦略の中核である生成AI（RAG）やベクトルデータベースの概念について、円滑に議論できる知識
予測能力（Predictability）：高い売上予測スキル、およびSalesforceや類似のCRMツールを使用した業務経験

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 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 candidate_accessibility@elastic.co. 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)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

Please see here for our Privacy Statement.

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