Role Description:

The  Regional Services Partner is a proven expert focused on accelerating our Customer’s time to business value through Elastic’s expert professional services & enablement. Through the Pre-Sales Delivery Manager’s 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 Regional Services Partner  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 Regional Services Partner 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

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