Dragos is hiring an Associate Principal Incident Responder in Germany to lead OT incident response and strengthen customer IR maturity across Europe. You'll run active investigations and deliver advisory work, including maturity assessments, tabletop exercises, and purple teaming, while improving our IR methodologies and representing Dragos as a thought leader.

Responsibilities

• Lead incident response engagements for industrial customers, onsite and remotely, including investigations, threat hunts, triage, and compromise assessments.
• Serve as Incident Commander during active incidents, delivering decision-grade guidance and managing communications throughout the response lifecycle.
• Drive investigations to resolution across industrial environments, from root-cause analysis to containment and remediation strategy, with participation in the on-call rotation.
• Own the post-incident loop by conducting after-action reviews and feeding lessons learned into playbooks and procedures.
• Deliver advisory services such as IR planning workshops, tabletop exercises, and maturity assessments that align response capabilities with business risk.
• Mentor teammates and act as a technical escalation point, while staying accountable for delivery quality, timeliness, and utilization.
• Build customer relationships and strengthen Dragos services through stakeholder engagement, research and thought leadership, and input on service offerings and delivery models.

Qualifications

• Must be a German resident.
• Fluent in German with a working proficiency in English.
• 8+ years of hands-on incident response and digital forensics experience, with lead-level scope and depth in at least two of network, hardware (controllers/instrumentation), memory, or disk forensics.
• Proven ability to lead end-to-end investigations, correlating events across data types to uncover threats, hunt malicious activity, and coordinate communications during incidents.
• Experience in ICS/OT cybersecurity, including industrial architecture, threat landscapes, vulnerabilities, and frameworks and standards.
• Experience in industrial environments (asset owner, operator, integrator, or consultant), with the ability to advise at both technical and enterprise-strategy levels.
• Consulting or advisory experience, translating technical depth into strategic guidance, with excellent written and verbal communication, including customer-facing documentation, playbooks, executive briefings, and calm leadership during high-pressure incidents.
• Familiarity with the European and German OT regulatory context: NIS2, IT-SiG 2.0, BSI KRITIS, IEC 62443, and NIST CSF.
• Willingness to travel up to 40% (domestic and international) to support customer engagements.

Compensation

• Salary: €120,000
• Competitive Equity Package
• Comprehensive Benefits Plan

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As an Account Executive (Grower) on the Stripe Platforms team, you will create partnerships between Stripe and the most innovative and fastest-growing software platforms in the world. You will help them understand how Stripe's online commerce infrastructure can make payments a competitive advantage for their businesses.

Responsibilities

• Directly manage and nurture a named account list and develop account plans for winning and expanding business with upper middle market and enterprise SaaS Platform companies
• Build and maintain key relationships with C-level executives, while orchestrating the right executive touch points
• Own the full sales cycle from lead to close for upper middle market and enterprise companies
• Work with company leaders from multiple functions (e.g., Engineering, Product, and Finance) to lead complex product workshops and financial analysis
• Craft and lead complex, bespoke commercial & contractual negotiations
• Contribute to shaping our platform partnership strategy and building repeatable processes and scaled engagement models
• Lead and contribute to team projects to develop and refine our sales process
• Engage with Product and Engineering teams to help drive product strategy

Requirements

• 7+ years of sales experience, preferably selling a technical product, with a track record of top performance
• Extensive experience directly selling a technology product or service, preferably at an API-first company, with a record of top performance
• A proven track record of moving sales processes forward from inception to close by leading complex, multi-party sales in a highly consultative manner
• Great listening skills and ability to quickly become a trusted resource for decision-makers across technology and finance orgs within software companies
• An ability to understand complex technical problems and understand how Stripe's solutions can address them
• A positive attitude and tireless work ethic when encountering blockers to success, whether external or internal
• Strong presentation skills
• Proven ability to lead complex negotiations involving bespoke commercial agreements
• Superior verbal and written communication skills
• Ability to operate in a highly ambiguous and fast-paced environment
• Strong interest in technology and a deep understanding of the space
• Experience in or excitement in learning about financial technology infrastructure
• Fastidious approach to CRM hygiene and experience utilizing thorough sales forecasting metrics on a weekly/quarterly basis and communicating them in a succinct manner

In-office Expectations

Office-assigned Stripes in most of our locations are currently expected to spend at least 50% of the time in a given month in their local office or with users.

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The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter.

By taking advantage of all structured and unstructured data , securing and protecting private information more effectively , Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What Is The Role Elastic, the Search Analytics company, is seeking a dynamic Mid-Market 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 Mid-Market Account Executive dedicated to 100% net-new revenue generation.

In this role, you will own the full sales cycle,from cold outreach to close,focused entirely on acquiring new logos 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 Mid-Market 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 in Mid-Market accounts, 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.

Compensation for this role is in the form of base salary plus a variable component.

The typical starting On-Target Earnings range (Base Salary + Variable) for this role is:€135.200-€213.900 EUR

Additional Information

• We Take Care of Our People As a distributed company, diversity drives our identity.
• 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

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As an Enterprise Account Executive at Starburst you will:

• Drive new business opportunities for selling Starburst software and services engagements within assigned territory
• Develop and implement a sales strategy against assigned territory and/or targeted list of customers
• Develop a deep understanding of, and effectively articulate, the Starburst offering and value proposition in the market
• Constantly focus on pipeline generation within the territory to ensure long-term success
• Interact with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to close
• Manage opportunities through the sales cycle from initial inquiry to forecasted pipeline to deal design and close
• Meet quarterly and annual revenue objectives for your territory
• Provide continuous updates on all active accounts and report on sales, activities, status, and progress on a regular basis
• Maintain a high level of customer satisfaction and reference-ability
• Travel for client visits and presentations on a regular basis

Some of the things we look for:

• 5+ years of progressive SaaS software sales experience to companies
• Track record of success in closing business in large complex enterprise accounts
• Excellent negotiation, analytical, financial, and organisational capabilities
• Outstanding verbal and written communication skills
• Ability to work at both a tactical and strategic level
• Must possess a can-do, self-starter mentality in a highly collaborative atmosphere
• Have experience working in high-growth early-stage companies
• Data analytics software experience
• Business intelligence software experience
• Database/data warehousing platforms experience

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You will own security monitoring and detection end-to-end: anticipating how systems could be compromised, ensuring the right telemetry is in place, and building detections and response workflows.

Responsibilities:

• Own security monitoring and detection across AWS, identity, endpoints, SaaS, networks, and data center environments
• Build and maintain telemetry and logging pipelines to detect security incidents
• Lead security investigations and incident response
• Proactively hunt for threats and identify gaps in visibility, controls, and detection coverage
• Build automation to improve detection, investigation, and response
• Work closely with IT and Engineering to turn security findings into preventative controls and better system design

Requirements:

• Significant hands-on experience in detection engineering, security engineering, incident response, or a similar technical role
• Strong understanding of cloud environments, ideally AWS, and how to monitor them for unauthorized or suspicious activity
• Strong networking fundamentals and understanding of how attackers move through networks and systems
• Experience investigating real security incidents and taking ownership through to resolution
• Strong scripting or programming skills, ideally Python
• Experience with security monitoring and response tooling such as SIEM, EDR, SOAR, or equivalent

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As a Sales Development Representative (SDR) at SnapLogic, you will be responsible for identifying and creating new qualified sales opportunities in Target Accounts for Account Executives. You will focus on outbound lead development in your territory, qualifying active buying interest, and developing opportunities in prospect accounts.

Key Responsibilities

• Prospect, educate, qualify, and develop Target Accounts to create sales-ready leads and opportunities
• Interact with prospects via telephone and email
• Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity
• Collaborate with Marketing to drive demand from named accounts
• Transition opportunities to appropriate Account Executives
• Become a trusted resource and develop superior relationships with prospects
• Update prospect interaction in Salesforce to ensure efficient lead management
• Consistently achieve qualified opportunity quotas to ensure territory revenue objectives
• Establish a cadence of a minimum of 60 calls per day, 10 contacts and 2-3 meetings

Requirements

• Minimum 1 year technical sales experience
• A self-starter with a track record of successful, credible lead follow-up and sales development at multiple executive levels within an organization
• Pre-call planning, opportunity qualification, and objection handling
• Time and territory management
• Ability to work in a high-energy sales team environment; while being both competitive and collaborative with the greater team
• Positive and energetic phone skills, excellent listening skills, strong writing skills
• The highest level of integrity
• Strong computer skills, including Salesforce, Zoominfo, SalesLoft, LeadIQ, Microsoft Word, Powerpoint and Excel
• Experience working in a start-up environment strongly preferred
• Excellent knowledge of English and German languages

Benefits

At SnapLogic, we believe in empowering people - customers and employees alike - to connect what matters and build what’s next. From competitive salaries to global wellness benefits, we’re committed to your success and well-being.

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The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter.

By taking advantage of all structured and unstructured data , securing and protecting private information more effectively , Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

As a dynamic Enterprise Account Executive, you will be an integral part of our growth strategy. You will drive net-new revenue and expansion within Enterprise Accounts in an assigned territory.

Responsibilities

• 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.

Requirements

• 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 in Enterprise Telecoms accounts, evidenced by overachievement.
• 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.

Bonus Points

• Prior experience at an open-source or developer‐centric infrastructure company.
• Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases.

Compensation

The typical starting On-Target Earnings range (Base Salary + Variable) for this role is: €162.300-€256.700 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.

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As a Solutions Architect at Elastic you will serve as a technical authority and trusted advisor to our sales team, customers, 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.

Responsibilities

• Serving as the technical point of contact for your accounts and account managers in your assigned territory.
• 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.

Requirements

• A track record of success in a technical presales role within enterprise accounts -- enough experience selling and implementing technology to earn your customer’s trust.
• 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. You are someone that invests in yourself as much as you invest in your professional relationships.
• 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. Have you more than once convinced a team you worked for, of an idea, technology, or architectural pattern?
• The ability to inspire groups, both large and small.
• Fluency in German is essential.
• A willingness to travel 30% within region, as well as occasionally internationally.

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

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Elastic Security is one of the fastest-growing parts of our business, and our customers (including government and public sector organisations) rely on our Security Solution to modernise their SOC, threat detection, and response capabilities.

You will lead the hands-on delivery of Elastic Security projects (new implementations, migrations, and use-case expansions) from discovery through architecture design and build. Along the way, you'll develop trusted relationships with senior stakeholders and work closely with our Services, Engineering and Sales teams.

Elastic is a remote-first company, but many of the projects you'll deliver might require onsite availability, making the role hybrid in practice, varying by project, with travel of up to 60%. Some of these engagements, given the organisations involved, also require national security screening or clearance; eligibility to obtain one in your country of employment is a strong advantage, and Elastic will sponsor the process where required.

Assess and Design

• Analyse customer goals, pain points, existing architecture, and threat landscape, translating them into technical requirements
• Design Elastic Security solution architectures (SIEM, endpoint, cloud security) that integrate with the customer's wider security ecosystem
• Advise on the customer's security strategy and own the Elastic side of it, aligning recommendations through regular sessions with senior and key stakeholders

Implement and Deliver

• Lead hands-on delivery of Elastic Security projects end-to-end, including greenfield deployments and migrations from legacy SIEM/EDR platforms in mission-critical environments
• Deploy and secure the Elastic platform: cluster architecture, RBAC and role mapping, single sign-on, private connectivity (private links, VPC peering), and hardening for enterprise and government environments
• Architect and build large-scale data ingestion with Elastic Agent, Beats, and Logstash, normalising data to ECS and integrating sources such as Kafka, Azure Event Hub, and AWS S3
• Develop security content aligned to the customer's threat landscape: detection rules, dashboards, and alerting workflows
• Drive security migrations from competing platforms, applying deep knowledge of Elastic's capabilities to translate each use case into its best form, whether through feature parity mapping or full redesign
• Establish detection-as-code practices for customers managing detections programmatically: developing, testing, versioning, and deploying detection content with Python, Git, and CI/CD pipelines
• Apply and enable Elastic's Agentic AI capabilities (AI Assistant, Attack Discovery, agent-driven workflows) to accelerate customers' detection and response

Grow and Collaborate

• Identify and deliver new security use cases as customers mature their cyber defence journey with Elastic
• Deliver engagements on time and within the agreed Statement of Work (SOW) scope, surfacing opportunities for follow-on work
• Communicate confidently with stakeholders from SOC engineers up to CISO / C-suite level
• Partner with Elastic Sales and pre-sales to assess technical risks and shape opportunities
• Feed field insight back to Elastic Engineering, Product Management, and Support to drive feature enhancements
• Mentor and share knowledge with fellow Elastic consultants across a highly distributed team
• Lead or assist with demos and proof-of-concepts that showcase the value of the Elastic Stack, and deliver enablement sessions and hands-on workshops that make customer teams self-sufficient

What You Bring Along

• Minimum of 5 years' experience as a Consulting Architect, Senior Consultant, or in a senior IT technical leadership role, delivering and executing professional services engagements, ideally in the security domain
• Solid experience deploying Elastic Security or comparable SIEM platforms (e.g., Splunk, MS Sentinel, QRadar, ArcSight) and/or EDR platforms (e.g., CrowdStrike, MS Defender), or at least 2 years as a Security Analyst / Detection Engineer in a threat detection and response role
• An architect's view of the security ecosystem across varied customer environments: SOAR, vulnerability management, penetration testing, ticketing, and security policies, and how they connect in a SOC
• Scripting skills, ideally in Python, and exposure to modern delivery practices such as Infrastructure-as-Code and CI/CD are strongly preferred
• Hands-on experience with Linux and Windows operating systems, and on-prem and/or public cloud platforms (AWS, Azure, GCP)
• Strong customer advocacy, relationship-building, and communication skills, with the ability to pivot easily between delivery and strategic engagements
• Eligibility to obtain national security clearance in your country of employment (screening sponsored by Elastic where required)
• Willingness to travel and work onsite with customers (up to 60% of the time), combined with comfort working remotely in a highly distributed team
• Strong proficiency in both English (our company-wide operating language) and the local market language.

Bonus Points

• Experience with advanced Elasticsearch operations: cluster architecture, shard management, data ingestion, and data tiering at scale
• Experience with detection-as-code: authoring, testing, and versioning detection content managed in Git
• Experience automating deployments and lifecycle management with Python, Terraform, and CI/CD tooling (e.g., GitLab pipelines)
• Experience deploying and operating containerised workloads on Kubernetes, cloud-managed or self-hosted (EKS, AKS, GKE, OpenShift)
• Experience with Agentic AI and LLM-based security workflows: AI assistants, automated triage, and agent-driven investigation
• Experience as a Tier-2/Tier-3 SOC Analyst, Threat Hunter, or DevSecOps Engineer
• Experience in large distributed environments or MSSPs, from architecture through deployment
• Experience delivering enablement sessions, technical workshops, or product training to technical audiences
• Elastic Certified Engineer certification, or security certifications such as GIAC or CISSP

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Elastic is seeking an experienced Regional Services Partner to lead our Enterprise Sector Services business in the EMEA Central region.

This role sits at the intersection of commercial ownership, customer engagement, and delivery excellence. You will be responsible for driving services bookings growth across federal, state, and regulated public institutions while ensuring successful execution of a portfolio of complex engagements.

Reporting to the Regional Services Leader, you will partner closely with Enterprise Sector Account Executives, Solution Architects, Delivery teams, and Customer Success to define and execute tailored services strategies that accelerate time to value and drive long-term adoption of Elastic solutions.

Success in this role means consistently achieving Services bookings and revenue targets while delivering predictable, high-quality outcomes for Enterprise Sector customers.

Responsibilities:

• Own and achieve Services bookings and revenue targets.
• Build and execute a territory services strategy aligned with account plans and long-term adoption objectives.
• Maintain accurate forecasting and proactively manage pipeline gaps.
• Lead the services bid and negotiation lifecycle, including scope, pricing, contract structures, and deliverables.
• Drive discovery and shape outcome-oriented services offerings.
• Develop compelling Statements of Work tied to measurable milestones and business outcomes.
• Position Elastic Services as a strategic enabler for transformation initiatives within Enterprise Sector organizations.
• Oversee a portfolio of concurrent engagements, ensuring delivery within cost, margin, and customer satisfaction expectations.
• Provide governance oversight for strategic accounts, managing escalations and aligning Sales, Delivery, and Customer Success stakeholders.
• Identify and mitigate risks, facilitate steering meetings, and ensure structured reporting and change management.
• Act as a strategic advisor, aligning Elastic Services to customer mission objectives and regulatory constraints.
• Collaborate effectively within a matrixed organization across Sales, Delivery, Operations, and Partner teams.

Requirements:

• 8+ years of experience in Professional Services, program delivery, or pre-sales roles within enterprise technology environments.
• Demonstrated experience working with Enterprise Sector organizations.
• Proven commercial ownership of services bookings targets, including forecasting and complex contract negotiations.
• Strong background in delivering technology solutions in search, observability, analytics, or security domains.
• Experience managing multiple concurrent engagements with governance and risk oversight responsibilities.
• Fluency in German and English required.
• Willingness to travel up to 50% (and occasionally internationally).

Bonus Points:

• Familiarity with Elasticsearch and related technologies (Linux, NoSQL, distributed systems).
• PMP, PRINCE2, or Scrum Master certification.
• Experience as a billable consultant or project manager.
• Ability to obtain SU2 security clearance if required.

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

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We are actively seeking a Customer Architect with an understanding of technology and hands-on experience in key IT domains, notably Observability, Cybersecurity, and Enterprise Search.

As a Customer Architect, you will be the Trusted Technical Advisor, working in tandem with the customer and complementary groups like Field and Services Teams to ensure that Elastic solutions are exceeding customer’s expectations.

Your technical expertise, eye for business, and ability to deliver value will accelerate and improve the customer experience leading to customer continued satisfaction and expansion within the elastic portfolio.

In your role, a crucial part of your responsibility is defining and communicating the technical success criteria for our customers. This involves crafting detailed Technical Success Plans tailored to the specific customers goals and critical metrics.

Responsibilities:

• Collaborate closely with the account team, including the Account Executive and the Solutions Architect (Pre-sales engineer), to provide ongoing technical coverage and support.
• Define the technical success plan for each customer, outlining the optimal use of Elastic solutions to achieve their business objectives.
• Ensure a successful technical customer journey, from onboarding to adoption, while continuously driving the consumption of Elastic solutions.
• Understand and articulate the value proposition of Elastic solutions and align them with the customer's business goals.
• Work closely with customers to identify and eliminate technical frictions, promoting a smoother adoption and implementation of Elastic solutions.
• Liaise between customers and support, as necessary, to ensure an optimized support resolution experience smoothing the adoption curve for the customer.
• As a hands-on technical authority, collaborate with the Service Team to deliver personalized, frictionless solutions that meet the unique needs of each customer.
• Develop a comprehensive understanding of the customer's business needs and translate these into technical requirements for Elastic solutions.
• Find opportunities for expansion, at which point the account team takes over to expand the subscription, aiming to grow annual recurring revenue (ARR).
• Foster ongoing customer relationships, ensuring that customers continue to increase their utilization of Elastic solutions, further driving ARR.
• Continuously review and assess customer consumption of Elastic solutions, proactively suggesting upgrades and enhancements that increase value and drive further consumption.

Requirements:

• Bachelor's degree in Computer Science, Engineering, Information Systems, or a related field highly preferred.
• Fluency in German & English is required for this role. Fluency in French is a plus.
• Validated experience in a similar role such as Solutions Architect, Technical Consultant, or Pre-sales Engineer, with hands-on experience with Elastic solutions or equivalent technologies.
• Experienced with one or more Elastic solutions (Observability, Security, Enterprise Search) or the Elastic stack (Elasticsearch, Logstash, Kibana) and how to align them with business objectives is a plus.
• Excellent communication and presentation skills.
• Strong social skills, with the ability to establish relationships with customers and team members.
• Demonstrated problem-solving skills, with a track record of delivering innovative solutions.
• Ability to lead multiple projects simultaneously and meet deadlines.

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.

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What You'll Do:

• Drive New Business Growth: Proactively generate and nurture top-of-funnel activity to create a robust pipeline of new customer opportunities.
• Master the Sales Cycle: Execute every sales engagement with precision, leveraging a methodical and controlled sales approach to navigate complex deals.
• Strategic Territory Management: Develop and execute comprehensive territory plans, demonstrating strong operational excellence and delivering accurate forecasts.
• Engage Technical Audiences: Employ a sophisticated "bottom-up, top-down" strategy to effectively target and engage Developers, Engineering Leaders and other technical stakeholders.
• Achieve and Exceed Targets: Skilfully scope, negotiate, and close agreements, consistently meeting and exceeding your revenue quota.
• Cultivate Internal Partnerships: Build and foster strong, collaborative relationships within your Okta ecosystem, including SDRs, Pre-Sales, and Customer Success teams, to ensure seamless customer experiences.
• Deliver Value-Driven Insights: Adopt a compelling, value-based sales approach, consistently bringing a unique and insightful point of view to every customer interaction.
• Connect In-Person: Travel as needed to meet with customers, building stronger relationships and understanding their unique needs firsthand.

What you’ll bring:

• Proven Enterprise SaaS Sales Success: Demonstrable track record of successfully selling complex enterprise SaaS products to large organisations.
• Technical Sales Acumen: Significant experience and comfort selling to highly technical customer profiles.
• Executive Engagement: Ability to educate and create demand with C-level decision-makers, effectively articulating the business value of Auth0.
• Hunter Mentality: Strong experience and a clear passion for acquiring and then expanding new logo accounts.
• Complex Deal Navigation: Proven ability to navigate intricate sales cycles involving multiple stakeholders, both within the customer organisation and your internal ecosystem.
• Technical Curiosity: A strong technical aptitude and an insatiable curiosity to continuously learn and understand new technologies.
• Sales Framework Expertise: Demonstrated expertise in utilising a structured sales framework such as MEDDPICC, Challenger, or Sandler.
• Fluency in German and English

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The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter.

What is The Role

We are seeking a Senior Value Engineer based in Germany to support our customers in the region. You will play a crucial role in ensuring our clients unlock the full business impacts of Elastic, driving value and fostering long-term partnerships.

Responsibilities

• Collaborate closely with account teams to identify and execute value delivery strategies for key accounts.
• Engage with stakeholders to identify, understand, and quantify their unique business challenges.
• Translate Elastic’s value proposition and technical capabilities into clear economic benefits aligned with their corporate goals.
• Lead business value reviews / business cases: Effectively communicate the realized value and potential economic benefits of new opportunities.
• Conduct thorough analysis of customer workflows and processes, identifying opportunities for optimization and increased efficiency.
• Create and deliver boardroom-quality, executive documents.
• Work collaboratively with product and engineering teams to tailor solutions to meet the specific needs of Elastic’s customers.
• Provide guidance on best practices and innovative approaches to maximize the value of Elastic solutions.
• Act as a subject matter expert on our solutions with our customers, remaining informed about industry trends and advancements.
• Conduct training and workshops with Elastic teammates to increase the quality of their discovery and their understanding of business value & customer excellence.
• Help build the future of the value engineering practice at Elastic: contribute to the development of best practices and tools for an enhanced value based selling adoption.

Requirements

• 3+ years of experience in value engineering, management consulting, solution architecture, or a related customer-facing role within the software or consulting industries.
• Advanced knowledge and experience in value-based-selling methodologies.
• Demonstrated experience in building and briefing business cases to executives.
• Interest in progressing on the technical side of selling Elastic (systems, process, people from a CTO perspective).
• Expertise in identifying and prioritizing use cases, implementing improvement measures and becoming a change agent for Elastic customers by establishing a value delivery model.
• Ability to project manage across multiple workstreams, including defining scope, expectations, timelines and delivery.
• Strong analytical and problem-solving skills; ability to act decisively with ambiguous guidance and circumstances.
• Based in Germany, with business-fluent German and English.
• Ability to travel to meet clients is required (approximately 2x/month).

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

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• Architect next-generation security solutions: Design and implement cutting-edge solutions utilizing Elastic's latest advancements in AI, to help improve incident response
• Harness the power of the Elastic Security Solution to enable organizations to achieve their use case requirements and improve overall operational efficiency
• Deliver compelling proof-of-value (POV) projects: Showcase the value of Elastic Security’s detection, AI, and Incident Response capabilities, demonstrating the potential to improve the analyst experience and shorten the time it takes for an analyst to make an informed decision.
• Be a thought leader and evangelize our vision: Share your expertise through presentations, blog posts, and other channels, positioning Elastic as the leader in SIEM and Analytics
• Foster collaboration and knowledge sharing: Cultivate a collaborative environment within the Solutions Architecture team and across departments, promoting knowledge sharing and driving continuous improvement.
• Stay ahead of the curve: Continuously learn and explore the ever-evolving landscapes of SIEM and Analytics and related technologies, ensuring our solutions are always at the forefront of innovation.

What You Bring

• 5+ years of experience in enterprise PreSales
• Extensive experience with SIEM platforms and vendor solutions in enterprise environments
• Deep understanding of AI and its impact on SIEM and Analytics solutions
• Strong understanding of SOC workflows, processes, and operational challenges
• Knowledge of a wide range of security solutions, the type of data they produce and build content to satisfy Use Case Requirements
• Background that includes forensic analysis, troubleshooting, and threat mitigation
• Experience with Behavioral Analytics, and Machine Learning techniques
• Ability to work independently and thrive in fast-paced environments
• Proven success in consultative selling, RFI/RFP responses, and customer presentations
• Excellent communication and presentation skills, able to engage both technical and non-technical audiences
• Collaborative spirit and a passion for sharing knowledge and expertise
• Unwavering commitment to continuous learning and staying ahead of the curve in technology and emerging trends
• Certifications such as CISSP, CEH, or GIAC are a plus
• Willingness to travel 30-50% of the time

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In this role, you will: Construct a real-time digital twin of our renewable generation and customer demand Develop messaging interfaces with our third-party providers Build high-volume pipelines for processing customer energy consumption Build the backend of a world-class energy app

For this role, you should be able to think on your feet and adapt to new business needs as well as take ownership of projects and drive change.

We offer a competitive salary and an equity sign-on bonus, biannual bonus scheme, fully expensed tech to match your needs, and paid annual leave.

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At Infosys Consulting we know the value that an MBA skillset can bring to our business. If you’ve recently completed your MBA, a career at Infosys Consulting can offer you a unique opportunity to break into a truly entrepreneurial management consultancy,at the core of the Technology Transformation Industry.

We offer multifaceted roles, which differ from project to project. Professionals who tire of repetitive tasks and prefer to find intellectually challenging responsibilities will find working as consultant greatly fulfilling.

You’ll be working in truly diverse teams. Consultants are expected to operate well in diverse, often global teams, and to work collaboratively with like-minded ambitious professionals.

Career development and a steep learning curve are also valued by professionals. An important aspect is the extensive career development opportunities and steep learning curve within consultancy firms.

The role of Management Consultant involves:

Client Relationship and Delivery Practice and Firm Development Consulting Behaviours and Skills

Discover a culture of growth, collaboration, and great fun along the way. Infosys Consulting strives to empower their employees from all backgrounds to thrive, to grow in their careers, and to make a real, visible impact within the organization and beyond.

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What you'll do

• Producing and reviewing highly accurate transcripts for a range of exciting content
• Creating high-quality subtitles for video content following specific formatting rules and timing standards

What you need

• Native or near-native fluency in one or more supported languages
• Prior experience in transcription or subtitling and familiarity with relevant tools

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