Senior Director, Competitive Intelligence at Elastic

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 seeking a Sr. Director of Competitive Intelligence to join our Product Marketing organization as we scale our growth. As a key member of the PMM team, the Sr. Director of Competitive Intelligence will help drive our go-to-market efforts by understanding the technology, market, and product competitive landscape, and own timely communication to the Field and Partner organization. The ideal candidate brings a combination of technical and business prowess, including experience with several of the following: app dev platforms, AI, security and observability. You bring a can-do attitude, can deal with ambiguity, think critically, and are willing to go deep into details to accurately deliver insights for sales, product, and marketing teams. You can establish relationships with technical experts through to the executive team and can communicate effectively to all.

What You Will Be Doing

• Build and lead an elite competitive intelligence program and team that serves as the internal authority on competitive and market dynamics, coaching the sales teams on how to deposition competitors with hard-hitting and effective strategies to navigate a fiercely competitive landscape

• Track, analyze, and share timely responses to market announcements and FUD within an aggressive SLA

• Build and deliver clear, compelling, fact-based enablement materials - slides, bulletins, battlecards - highlighting Elastic’s product and technology differentiation

• Own Win/Loss program - inclusive of internal and 3rd party data - to guide decision making

• Provides a complete understanding of the markets in which we compete or may eventually compete, inclusive of TAM/SAM, SWOT analysis and more

• Build and cultivate a powerful internal network of intel sharing through existing company channels

• Provide differentiated input for sales and SE teams on successful competitive strategies

• Develop effective competitive messages for global sales and marketing campaigns

• Collaborate with marketing, product, and field teams to help drive competitive positioning strategies and influence product roadmap and messaging

• Participate in industry events and conferences to report the state of the industry and trends

• Maintain a consistent track record of working with customers and partners to influence their decisions with timely problem analysis

What You Bring

• Strong eye for business to analyze competitive strategies and propose effective countermeasures

• Elite ability to ‘deep dive’ into technical investigations, and quickly synthesize key points for different audiences and information consumers

• Exceptional communication skills: verbal, written, and visual

• Demonstrated track record of success in sales engineering, technical marketing, competitive analysis, or other closely related function

• Proven team building and leadership experience with a track record of operating at-scale

• Great networker, with the ability to work across the entire company, from executive staff to individual contributors in sales, engineering, marketing, and more

• Skills for translating technical features to business value

• Engineering, computer science or other technical degree or equivalent experience desired but not required