Description:
The Elastic Pre-Sales Delivery Manager 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 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