Sales Specialist - Security

Elastic

Tokyo, Japanfull timePosted 27 Oct 2026

unknownSales - APJ - Japan

About the role

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 searching for a Sales Specialist- Security to expand our Enterprise and Strategic customer accounts in Japan. Our Security specialists are passionate about building new business and growing the Elastic Security footprint within our Top Accounts. Our Security specialists are passionate about leading & owning our Security footprint; focused on SIEM, Security Analytics, Endpoint Security & Cloud Security solutions.

What You Will be doing:

Prospect and build awareness of Elastic Security solutions within new accounts by acting as both a player and coach to Account Executives, based on the agreed account strategy.
Build relationships with security leaders with region and customer accounts.
Collaborate, mentor, and coach Account Executives to position Elastic Security offerings and expansion within existing customers.
Manage opportunities to closure based on account and opportunity strategy.
Oversee and own security revenue forecasting for the region.
Work with regional teams to respond to customer requests for quotes and proposals.
Mentor and oversee all customer Elastic Security proof of concept/value engagements.
Work collaboratively with the Elastic Security Specialists SA's on account planning, strategy as well as creative projects that will generate sales leads.
Cooperate with the Elastic Security Specialists SA's on account planning, strategy and creative projects to generate sales leads.
Promote Elastic Security offerings and demonstrate commercial features
Deliver customer presentations and roadmaps
Collaborate with Solutions Architects on Elastic Security demos
Collaborate with regional sales leadership to track cybersecurity opportunities and provide updates during team calls.
Partner with Regional Marketing Teams to drive Elastic Security pipeline through webinars and workshops.
Build relationships with Elastic Security Product and Engineering teams to stay informed on the latest offerings and ensure customer success.

What You Bring:

In-depth understanding selling solutions related to Security (SIEM)
A proven track record in SaaS subscription sales, particularly in complex accounts, evidenced by quota overachievement and strong customer references.
Adept at building relationships and establishing credibility with both developers and executives.
Consistent and accurate sales forecasting skills using SFDC.
Enthusiasm for the Open Source model and a deep appreciation for the community relying on our solutions.
Prior experience selling into the Enterprise accounts included in this territory.

Bonus Points:

Experience in selling within an Open Source model.

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

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

Different people approach problems differently. We need that. 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.

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 the recruiting process, please email [email protected]. We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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Sales Specialist - Security

Skills

About the role

Additional Information - We Take Care of Our People

Experience