• Act as the primary point of contact and trusted advisor for customers and their technical needs, challenges, and goals throughout the sales cycle • Work with a team of account executives and engineers, fostering a culture of continuous learning, growth, and support of customer engagements • Understand Defense Unicorns' products and philosophy • Assist the team in discovery efforts across the DON • Assist with demonstration and content creation on products and contract opportunities • Manage the 'proof of concept' work • Build, deploy, test, and troubleshoot Zarf packages, UDS packages, and UDS Bundles • Collaborate with cross-functional teams for brainstorming, research, and innovative growth strategies • Conduct market research and competitor analysis to identify growth opportunities • Stay up-to-date with industry trends, best practices, and emerging technologies related to growth hacking and user acquisition • Experiment with new tools, techniques, and technologies to improve growth outcomes

• Achieve and exceed sales targets by winning new business and growing existing accounts in line with the area plan. • Identify and develop new business opportunities, including emerging markets, new clients, and strategic partnerships. • Build and maintain strong relationships with clients, understanding their business drivers and delivering tailored solutions that create long term value. • Demonstrate agility and resilience in navigating ambiguity and complex decision-making environments. • Deliver world-class customer experiences through responsiveness, consultative engagement, and solution-oriented selling. • Collaborate effectively across business units and functions to maximize opportunities and align with strategic objectives. • Actively contributes to building a high-performance sales culture through accountability, innovation, and knowledge sharing. • Utilize sales processes and tools effectively, including Solution Selling, Account Plans, CRM (Salesforce), and structured negotiation techniques. • Maintain accurate forecasting, booking data, and monthly forecast updates throughout the fiscal year. • Develop a strong understanding of MAS products, competitive landscape, and industry positioning to maximize success.

• Communicate and drive activity to develop new and cultivate existing partnerships within our institutional and business to business channels including advisors, wholesalers, DCIO & clients. • Work to continuously develop market knowledge and understanding to drive activity to help support the business plans of our sales consultants. • Help coordinate, support and facilitate advocacy for local industry events to expand relationship building, increase education, share knowledge, and drive new business. • Leverage FuturePlan’s investment in innovative and best in class tools, resources, training, and industry expertise to manage business opportunities and increase proposal activity to expand our brand and services among our business communities. • Support the Sales Consultant team by enhancing productivity and accessibility to positively influence overall sales effectiveness by establishing a model of proactive engagement with influencers. • Help create a team environment among the sales organization and to progress toward becoming a valuable and accessible extension of the sales consultant. • Helping in proactive communication and raising awareness throughout all aspects of the sales and relationship lifecycle. • Help measure, monitor and support progress toward business development initiatives in assigned territories and assist in meeting sales goals by collaborating and developing business plans to help identify and drive critical activity. • Help create and facilitate the delivery of proposals to required parties. • Help update and manage the sales lifecycle of the business pipeline. • Help interpret trends, monitor campaigns, promotions and help focus activity accordingly within our advisor channels. • Help provide plan design consultation support and be able to identify areas of opportunity for business partners to close more business. • Partner with onboarding team to enhance the customer experience during the sales process at various stages including paperwork, client documentation, and plan design consultations to help efficiently bring in new plans. • Perform other duties and special projects as assigned.

Role Description Are you looking to make a real impact and play a meaningful role in the growth of our company? As a Senior Solutions Architect (SA) at Elastic you will serve as a technical authority and trusted advisor to our sales team, the customer, partners and community. You will understand and solve our customer’s business issues with the Elastic Stack, engage the regional Elastic community through events and programs, and enable sales through our Partners. A successful SA at Elastic will be focused on excellence; taking the initiative to improve both themselves and the team through continuous learning and questioning the status quo. This role is working within some of our biggest clients within the enterprise sector. What You Will Be Doing: - Serving as the technical point of contact for some of our biggest clients within the Enterprise Sector. - Developing a deep understanding of customers’ goals and objectives, and articulating how our offerings address their needs. - Creating and owning value based relationships at all levels in customer organizations. - Actively participating in all phases of planning and execution for your territory, from initial discovery to the technical win. - Developing and maintaining a deep understanding of the Elastic products and solutions to demonstrate the value of our offerings in sales meetings, and at events such as meetups and conferences. - Advising the sales team on effective ways of positioning Elastic products, solutions and services. - Onboarding, educating and enabling our partners, and supporting them in sales cycles. - Creating collateral, contributing to programs and collaborating with other Elasticians to meet individual client needs. - Being the voice of the customer and community to communicate needs, gaps, and enhancements to our engineering and leadership teams. - Deepening both your sales and technical skills through self-driven education while taking advantage of all the professional development opportunities provided by Elastic. Qualifications - Min 4 years of success in a technical presales role. - Experience in at least one of those technologies/solutions is a must: enterprise search, observability or cybersecurity. - Experience with cybersecurity or observability is a strong advantage. - Experience working within the Enterprise sector, and having the understanding to stay competitive and successfully navigate the sector's unique challenges. - A demonstrable ability to articulate and sell the benefits of modern platforms, software and technologies. - A real passion for being curious and a continuous learner. - A history of successful customer relations where you developed an understanding of what made a difference, and devised architectures that helped meet a goal, tackle a problem, or outpace competitors. - An ability to influence. - The ability to inspire groups, both large and small. - A willingness to travel 30% within a region, as well as occasionally internationally. - Fluent in English (business level). Requirements - Compensation for this role is in the form of base salary. This role does not have a variable compensation component. - The typical starting salary range for this role is: €100.900 — €159.600 EUR. 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 minimum of 16 weeks of parental leave.