[Hiring] Regional Services Partner @Elastic

Role Description

The Elastic Regional Services Partner (RSP) is a proven services seller and trusted advisor who accelerates our customers’ time to business value through Elastic’s professional services and enablement. The RSP owns services sales, from first conversation through to a well-scoped, profitably delivered engagement, and is accountable for bookings, pipeline, and forecast accuracy in the territory.

Reporting to the Regional Services Director (RSD), APJ, the RSP partners with Sales, Account, Customer Success, and Delivery teams to position outcome-oriented services, often with customized value propositions. The RSP shapes the services territory strategy, develops proposals and Statements of Work (SOWs), and ensures customers are satisfied with their Elastic Services investment.

The RSP also works closely with the RSD to retain oversight of a portfolio of engagements in the region, acting as a point of escalation and governance while collaborating with Delivery Management and Project Coordination. The RSP engages directly with customers and internal stakeholders across the lifecycle, driving adoption of Elastic solutions for both new and existing customers.

This role is an ideal opportunity for those aspiring to grow into broader leadership positions such as Regional Services Leader or Director.

What You Will Be Doing

• Own a services bookings target for the territory.
• Build and progress pipeline, forecast accurately and on time, and deliver year-over-year growth.
• Partner with account teams and customers to discover needs, ideate services solutions, and develop SOWs.
• Own the services bid and negotiation process alongside Account Executives.
• Structure engagements as Fixed Price, outcome-based, or Time & Materials as appropriate.
• Work with Delivery to scope accurately, assess risk, and protect margin.
• Engage early in the opportunity lifecycle to shape executive-level problem framing, business outcomes, and value hypotheses.
• Engage executives (C-level to C-level minus 2) using a consultative selling approach.
• Act as a trusted advisor, create Elastic advocates, and feed insights from services engagements back into the wider sales organisation.
• Work hand in hand with Delivery Managers and Practice Leads from pre-sales to launch.
• Provide leadership over a portfolio of engagements in the region, ensuring direction, support, and escalation management.
• Develop a services territory plan and an account plan for each priority customer.
• Build strong relationships with Sales, Customer Success, and Alliances and Partner organizations within a co-sell model.
• Support account success plans with a services point of view.
• Create a compelling vision for services outcomes and clearly articulate how Elastic services generate measurable business impact.
• Contribute to practice development by sharing best practices, refining offerings, and mentoring peers.

Qualifications

• 10+ years of consultative sales experience with a proven record of consistently exceeding quota.
• 5+ years selling and/or delivering professional services for a strategic consulting firm, large-scale system integrator, or professional services unit within a software company.
• Experience selling in APJ, ideally across several of our markets (ASEAN, Hong Kong, Korea, Taiwan).
• Experience structuring and scoping Fixed Price or outcome-based engagements, including risk assessment and margin discipline.
• Demonstrated ability to develop and maintain C-level relationships where you are recognized as a trusted advisor.
• Experience growing accounts with large and complex pursuits ($M+).
• Highly collaborative, and able to excel in a complex environment.
• Experience creating outstanding responses to the functional and technical elements of RFIs and RFPs.

Requirements

• Ability to prioritize and manage multiple customer engagements across a multi-country territory.
• Strong commercial and governance acumen, with experience overseeing delivery portfolios and driving customer adoption.
• Strong communication and presentation skills with C-level and executive audiences.
• Technical fluency in search, observability, or security platforms sufficient to scope work credibly with delivery teams.
• Bachelor’s degree in Business, Computer Science, Economics, or equivalent experience or certification.

Bonus Points

• Knowledge of Elastic solutions, Linux, NoSQL, or related open-source technologies.
• Experience as a billable consultant, project manager, or delivery leader.
• Passion for open-source technology and the Elastic business model.
• Experience in governance and oversight of delivery portfolios.

Benefits

• 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.
• 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.
• Minimum of 16 weeks of parental leave.