• Manage a full-cycle book of mid-market accounts (200–5,000 employees) • Drive deals and close effectively • Engage at a high level with stakeholders • Build and manage an outbound pipeline when necessary • Utilize AI tools in the sales process • Lead and mentor others within the team

Role Description This is a client-lead role. You own client relationships and the commercial growth that comes with them. - No disciplinary responsibility. - Not an operational project role. - If what energizes you is owning the client and growing the business — rather than carrying disciplinary responsibility or running project operations — you are in the right place! You are the face of VI for the clients you manage — their first call, their trusted advisor, the person who reads a situation and strikes the right tone every time. Clients come to you because of who you are and what you know, and they stay because you consistently help them turn digital challenges into business success stories. - The client relationship: You build close, trusting partnerships with a portfolio of clients and are their primary point of contact. - The business value: You actively help clients to uncover and solve their real business challenges along their customers' digital journey. - The order volume: You turn business challenges of your clients into signed offers. - The account rituals: You shape the account team rituals to create the right atmosphere, ambition and dedication to deliver outstanding results that win the clients' hearts and minds. Qualifications - A genuine pull toward owning client relationships, commercial growth and energizing the team around the client. - At least 6 years in client service, account management, or consulting (agency side or in-house). - A completed university degree (engineering, economics, or similar) or a comparable qualification. - A strategic mindset and real enthusiasm for digital topics. - Curiosity about people: you connect easily, listen closely, and quickly see what matters. - Proficient English and very good German (written and spoken). Mandatory. Contact Marion Huwatscheck Company Description At Virtual Identity we are passionate about tackling day-to-day problems, solving them digitally and coming up with solutions that are not only fun but – most importantly – useful. For people as well as brands. - We have done so for the past 30 years and are currently counting 150 colleagues across four offices in Munich, Vienna, Freiburg and Porto. - We are always looking for new talents, willing to push digital boundaries as well as their own – through exciting projects, trainings and of course working within a team of motivated colleagues.

Role Description Elastic, the Search Analytics company, is seeking a dynamic Territory Account Executive. To excel as an Account Executive at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based seller. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems. We are seeking a Territory Account Executive dedicated to expanding Elastic's footprint across enterprise organisations in the Czech Republic. In this role, you will own the full sales cycle—from outreach to close—focused entirely on evangelising and expanding Elastic's portfolio in an assigned territory. If you excel at navigating new organizations and demonstrating the value of advanced search technology to stakeholders, this is your opportunity to drive our next phase of growth. What You Will Be Doing - Drive Adoption: Fuel the adoption of Elastic’s AI-powered search solutions, Observability and Security solutions within new enterprise accounts while deepening engagement with existing ones. - Be a Trusted Advisor: Assist users and customers in harnessing the full power of search analytics to transform data into actionable insights. - Domain & cloud acumen: Position Elastic as the Search AI platform of choice by speaking fluently about cloud economics, usage-based pricing, and modern data architectures. - Solve Complex Problems: Move beyond simple transactions to address the intricate data challenges our customers face. - Champion Open Source: Articulate the value of our advanced commercial features while advocating for our Open-Source offerings. - Identify New Use Cases: Showcase how Elastic’s solutions enable users to work more efficiently and intelligently. - Strategic Planning: Develop comprehensive business plans leveraging community, customer, and partner ecosystems to drive significant territory growth. - Navigate Sales Cycles: Proactively identify new opportunities and successfully manage complex sales cycles. - Deep discovery & qualification: Uncover pain, business impact, budget, and decision criteria using frameworks like MEDDPICC so you chase only the highest-confidence deals. - Cross-functional partnership: Work hand-in-glove with Solutions Architects, Customer Success, Marketing, and RevOps to accelerate deals and drive exceptional customer outcomes. What You Bring - The Right Blend: A combination of high-level technical curiosity and the grit of a value-based seller. - Proven Track Record: Success in SaaS subscription sales into organisations within the Czech Republic, evidenced by overachievement. - Mindset: Pure focus on acquiring new logos with a record to prove it. - Value Storytelling: The ability to craft tailored narratives that link Elastic’s technical capabilities (Search, Observability, Security) to measurable business outcomes like revenue gain or risk mitigation is critical. - Executive negotiation & closing: Lead high-stakes contract and pricing discussions. - Technical & cloud fluency: Comfortable discussing a broad range of technical topics including security, observability, vector/traditional search, and cloud cost optimization. - Relationship Building: Adept at establishing credibility with both technical developers and executive leadership. - Mutual deal strategy & forecast accuracy: Consistent, predictable and accurate sales forecasting skills. Collaborate with customers to build formal close plans and keep your CRM up to date. - Ability to create alignment across teams to accelerate deals. - AI Mindset: Use new technologies for performance advantage and deal structuring. - Open-Source Appreciation: Enthusiasm for the Open-Source model and the community relying on our solutions. 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. - Increase your impact - 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. - Embracing parenthood with a minimum of 16 weeks of parental leave.

• Lead Generation: Actively seek and generate qualified leads to maintain a steady sales pipeline and drive revenue. • Discovery and Qualification: Conduct comprehensive discovery sessions to understand client needs and leverage MEDDPICC for accurate forecasting and early disqualification of weak opportunities. • Negotiation: Negotiate pricing, packaging, and contractual terms to achieve mutually beneficial outcomes. • Coordination: Collaborate with internal resources and key external stakeholders to meet customer’s legal, security, and compliance requirements. • Activity Management: Maintain a disciplined approach to sales activities to ensure consistent top-of-the-funnel inputs. • Pipeline Reviews: Conduct formal weekly pipeline reviews using Salesforce as the primary tool for ensuring coverage and accurate forecasting. • Strategic Planning: Participate in regular Deal Reviews and Pre-Call Planning meetings to strategize on new engagements and expansion opportunities. • Cross-Functional Collaboration: Work closely with other departments to ensure smooth transitions from pre-sale to post-sale. • Customer Engagement: Activate existing customers for referrals and expansion by consistently delivering value and maintaining effective communication. • Training and Development: Engage in routine sales training sessions and incorporate new systems and processes into the sales cycle.