Pre-Sales Delivery Manager

Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, **Elastic is a distributed company** with Elasticians around the globe. Learn more at **elastic.co**.

**Role Description**:
The Elastic Pre-Sales Delivery Manager (PSDM) 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 Customer Success Group (CSG) leadership.

Reporting to the owner of professional services (ANZ), this individual will partner with the Sales Account & Delivery Teams to position outcome-oriented services offerings for their customers - often requiring customised value propositions. They will be responsible for crafting a 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

**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 key agreed-upon outcomes. The PSDM is responsible for owning the Services bid & negotiation process, working closely with our Account Executives.
- 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 organisation.
- 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 (Point of View) for a 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.

**Qualifications**:

- Minimum of 8-12 years experience in relevant professional services or pre-sales functions
- Excels at working directly with 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
- Track record of contributing to the growth of a services business through actions such as: developing best practices, improving sizing, advancing offerings, etc.
- Canberra-based with ability to gain Australian government security clearance

**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
- Already Australian Federal Baseline, NV1 or NV2 clearance

**Skills**:

- Utilise 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