Sales Enablement Architect (Pre- Sales Technical)

The Sales Enablement Architect (Pre-sales Technical) is a dedicated performance and productivity partner to technical sales teams and leaders! As a key internal partner, the person in this role monitors and elevates sales leadership satisfaction by understanding and shaping technical sales team needs and requirements and working to align within and across the commercial system.

The role is tethered between internal content, skill, technology, tool providers, and the sales teams, at both strategic and tactical levels. This position is responsible for ensuring product, marketing, sales, training, and process teams understand the business requirements of sales leadership while also working cross functionally to design productivity services that meet or exceed those needs to deploy agile sales enablement solutions!

This role requires an understanding of business and technical / service requirements within an architectural domain, including industry knowledge. You will be encouraged to mentor others and share technical and architectural depth within the Elastic community.

We believe sales enablement includes three key pillars; talent enablement, message enablement, and pipeline enablement. Our enablement strategy aligns with that framework with the intent to empathize with sellers and make their work less complex as well as reduce customer confusion.

To support our growth and enable us to scale efficiently, we are seeking an exceptional Sales Ops Professional. If you are energized by the details below, please join us on our journey.

Talent Enablement

Intended business outcomes include:

• Reduce Attrition
• Better Skills
• Faster Time to Productivity

Role responsibilities include:

• Curate content and design enablement experiences that provide the role-based skills development and mindset shifts needed to close deals.
• Orchestrate the design of the enablement experience in service of field sales by being the "voice of sales" and aligning outcomes to customer and seller success.
• Create build instructions and resolve resourcing needs per the defined scope of work.
• Facilitate architecture, design, and contribution working sessions to develop and document the end-to-end enablement experience solution for each type of interaction.
• Build content and experiences in partnership with sales teams, and executive leadership.
• Continuously drive leading-edge innovations within sales enablement

Message Enablement

Intended business outcomes include:

• Targeted Buyer Insight
• Concrete Differentiation
• Consumable Content

Role responsibilities include:

• Orchestrate the creation of content that provides the messaging and tools to align to a common message.
• Partner with sales leaders so that messaging is simple, value-based, and aligned to specific customer scenarios.
• Work across the business to identify what's working in terms of content creation and innovative delivery types.
• Design, build and lead others who build extraordinary content.

Pipeline Enablement

Intended business outcomes include:

• Improve Win Rates
• Shorter Sales Cycles
• Larger Deals

Role responsibilities include:

• Leverage insights on our customers, our sales performance, and seller’s enablement journey to targeted enablement opportunities.
• Use innovative technologies to gather inputs from sales teams so that we can ensure their voice is heard and solutions are designed for impact.

A successful candidate is an engaging team player who influences and empowers others while building a broad inclusive network. This candidate is successful in doing these things.

• Focus on the mission and goals and rally people around you (Catalyze)
• Guide execution of the right priorities at the right moments with the right people (Coordinate)
• Drive results by design, not effort (Architect)
• Guide the narrative by confronting reality (Be Pragmatic)
• Unlock energy and create momentum (Mobilize)
• Encourage collaboration to bring about positive change (Collaborate)

Additional Desired background

• Evidence of the ability to articulate and sell the benefits of modern platforms and technologies, preferably in the space of Search, Security, APM, and Logging.
• 7-10 years in a presales technical role with a heavy emphasis on large-scale digital transformations
• Extensive background in Enterprise positioning and line of business value selling
• Shown architecture expertise in Elastic or other related competitive solutions
• Elastic Engineer or cloud certification
• Extensive knowledge of various cloud solutions (AWS, GCP and Azure) and high-value use-cases
• Knowledge and understanding of the competitive landscape (Solutions capabilities and offerings)
• Ability to clearly articulate business architecture (mission/vision, capability models, capability assessments) and technical architecture (current and future state diagrams, solution standard methodologies, reference architectures, design patterns)

Experience with the Salesforce.com and sales enablement platforms such as Siesmic and Highspot