At a Glance
- Tasks: Recruit and grow MSSP partners while driving revenue through innovative security solutions.
- Company: Join Elastic, a leading Search AI company transforming data into actionable insights.
- Benefits: Enjoy competitive pay, health coverage, flexible schedules, and generous vacation days.
- Other info: Embrace a culture of inclusivity and community while advancing your career.
- Why this job: Make an impact in the fast-paced world of security and AI with a dynamic team.
- Qualifications: 5+ years in MSSP/MSP sales with a proven track record and hunter mentality.
The predicted salary is between 60000 - 80000 € per year.
Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. 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 is looking for a high-energy, hunter-minded Senior Account Executive to own and grow our Managed Security Service Provider (MSSP) ecosystem across the UK and Ireland. This is a dual-motion role: recruit net-new MSSP partners into the Elastic programme and expand the commercial footprint of existing MSSP relationships—driving revenue both ‘to’ and ‘through’ partners.
What You Will Be Doing
- Recruit & develop new MSSP partners: Identify and engage target MSSPs and security-focused MSPs across UKI, leading the conversation from prospecting through programme enrolment and first revenue.
- Grow existing MSSP relationships: Own a portfolio of established partners; build joint business plans, define security service roadmaps, and expand Elastic’s footprint across their customer base.
- Build & forecast an accurate pipeline: Manage a healthy pipeline of ‘to’ and ‘through’ partner opportunities, maintaining ≥90% forecast accuracy and CRM hygiene throughout.
- Tell the Elastic value story: Deliver tailored narratives connecting Elastic Security’s platform—Attack Discovery, AI Assistant, Workflows, Agent Builder, resource-based pricing—to the commercial outcomes MSSPs care about: margin, scalability, and differentiation.
- Shape the partner’s security roadmap: Collaborate with partner product and operations teams to build a capability roadmap on Elastic, enabling scalable managed security service delivery across cloud, on‑premise, or hybrid.
- Enable partner sales & technical teams: Train MSSP teams on Elastic’s proposition and co‑create joint go‑to‑market plans aligned to the Elastic Partner Programme.
- Convert MSPs to recurring security revenue: Guide traditional MSPs and VAR partners from transactional resale into profitable, recurring managed security services built on Elastic.
What You Bring
- Proven MSSP/MSP sales track record: 5+ years of quota‑carrying experience with managed service or managed security providers, consistently overachieving in a consumption or recurring revenue model.
- Hunter mentality: Demonstrated ability to identify and land net‑new partner relationships from a target list—you generate your own pipeline and thrive in a high‑growth environment.
- Expert discovery & qualification: Applies MEDDPICC or equivalent frameworks to drive disciplined pipeline management and eliminate low‑probability deals early.
- Security domain fluency: Working knowledge of the MSSP landscape, SIEM/XDR market dynamics, and the business model pressures facing Tier 2/3 security providers in UKI.
- Technical & commercial literacy: Comfortable discussing cloud economics, resource‑based pricing, multitenancy architectures, and how AI‑driven triage translates to MSSP margin improvement.
- Negotiation & closing capability: History of landing multi‑year, high‑ACV partner agreements while protecting margin and securing CxO buy‑in.
- Collaborative & coachable: Partners effectively with internal teams and embodies Elastic’s values of community, openness, and distributed innovation.
Bonus Points
- Experience at an open‑source, developer‑centric, or Search AI infrastructure company.
- Familiarity with SIEM/XDR/EDR use cases in an MSSP delivery context, or experience displacing legacy SIEM vendors (Splunk, QRadar, Sentinel).
- An existing network of MSSP or SOC‑as‑a‑service relationships across UKI.
- Genuine appreciation for open‑source communities and the Elastic model.
Additional Information – We Take Care of Our People
- 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.
Equal Employment Opportunity
Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
Accessibility & Privacy
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or recruiting process, please email candidate_accessibility@elastic.co. We will reply within 24 business hours. Please see Elastic’s Privacy Statement for more information.
Account Executive - MSSP employer: Elastic
Elastic is an exceptional employer that prioritises employee well-being and professional growth, offering competitive pay, comprehensive health coverage, and generous vacation days. With a flexible work culture that encourages collaboration and innovation, employees are empowered to make a meaningful impact while enjoying a supportive environment that values diversity and inclusion.
StudySmarter Expert Advice🤫
We think this is how you could land Account Executive - MSSP
✨Tip Number 1
Network like a pro! Get out there and connect with people in the MSSP space. Attend industry events, webinars, or even local meetups. The more you engage, the better your chances of landing that dream role.
✨Tip Number 2
Show off your expertise! When you get the chance to chat with potential employers, make sure to highlight your knowledge of the MSSP landscape and how you can help them grow. Tailor your pitch to their needs and watch the interest grow!
✨Tip Number 3
Follow up after interviews! A quick thank-you email can go a long way. Use this opportunity to reiterate your excitement about the role and remind them why you're the perfect fit for their team.
✨Tip Number 4
Apply through our website! We’ve got loads of opportunities waiting for you. By applying directly, you’ll ensure your application gets the attention it deserves, and who knows, you might just land that Account Executive role with us!
We think you need these skills to ace Account Executive - MSSP
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Account Executive role. Highlight your experience with MSSPs and how it aligns with what Elastic is looking for. We want to see how you can bring value to our team!
Show Off Your Hunter Mentality:In your application, don’t shy away from showcasing your ability to identify and land new partner relationships. Share specific examples of how you've built pipelines in the past. We love a proactive approach!
Be Clear and Concise:When writing your application, keep it straightforward. Use bullet points where possible and make sure your key achievements stand out. We appreciate clarity and want to quickly see why you’re a great fit!
Apply Through Our Website:We encourage you to submit your application directly through our website. It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it’s super easy!
How to prepare for a job interview at Elastic
✨Know Your MSSP Landscape
Before the interview, dive deep into the MSSP landscape and understand the key players, trends, and challenges. This knowledge will help you speak confidently about how Elastic fits into the market and how you can leverage your expertise to recruit and grow MSSP partners.
✨Master the Elastic Value Story
Familiarise yourself with Elastic's offerings, especially the Security platform features like Attack Discovery and AI Assistant. Be ready to articulate how these solutions can drive revenue and differentiate MSSPs in a competitive market. Tailor your narrative to highlight the commercial outcomes that matter to potential partners.
✨Showcase Your Hunter Mentality
Prepare examples from your past experiences where you've successfully identified and landed new partner relationships. Highlight your proactive approach to pipeline generation and how you've thrived in high-growth environments. This will demonstrate your fit for the hunter-minded role they’re looking for.
✨Be Ready for Technical Discussions
Brush up on your technical knowledge regarding cloud economics, resource-based pricing, and multitenancy architectures. Be prepared to discuss how these elements impact MSSP margins and service delivery. Showing your technical literacy will set you apart as a candidate who can effectively engage with both sales and technical teams.
