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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
As a Channels & Alliances Manager on Channel Acceleration Team, you own the channel motion for the East Enterprise Region. You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve. You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses.
Partner-Sourced Pipeline and Territory Strategy
- Own partner-sourced pipeline generation and bookings for your assigned territory, in partnership with regional sales leadership.
- Build and maintain a territory game plan. Map accounts on a recurring cadence and as new partners are onboarded, attaching an actionable channel play (security-first attach, free-to-paid conversion, or renewal expansion) with a clear next step and named owner.
- Deliver concise, fluff-free regional channel strategy briefings to sales leadership and hold a routine seat on regional forecast calls.
Partner Activation and Enablement
- Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework.
- Drive joint business planning with focus and regional partners. Co-author the joint business plan with solutions architecture leadership, confirm portal access, map target accounts, and lock in a recurring partner cadence.
- Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them.
Deal Execution and Operational Rigor
- Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives.
- Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status.
- Enforce partner attach standards on security opportunities, ensuring an eligible focus security partner is attached before the deal advances.
- Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations.
Measurement and Reporting
- Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach.
- Monitor customer consumption and opportunity telemetry to surface risk and expansion early.
- Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting.
Key Technical Responsibilities
- check_circle Own partner-sourced pipeline generation and bookings for your assigned territory in partnership with regional sales leadership.
- check_circle Build and maintain a territory game plan with actionable channel plays and named owners.
- check_circle Deliver concise, fluff-free regional channel strategy briefings to sales leadership and participate in regional forecast calls.
- check_circle Manage inbound partner onboarding end-to-end from application queue monitoring to execution calls.
- check_circle Drive joint business planning with focus and regional partners alongside solutions architecture leadership.
- check_circle Equip partners with necessary enablement assets, plays, and tools to sell, build, and service with Elastic.
- check_circle Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions.
- check_circle Maintain high pipeline hygiene by resolving territory duplicates and keeping deal notes current.
- check_circle Enforce partner attach standards on security opportunities prior to deal advancement.
- check_circle Manage partner deal registrations end-to-end, including appeals for declined or disputed registrations.
- check_circle Report on regional channel metrics including partner-sourced pipeline, revenue, attach rates, and average deal size.
- check_circle Monitor customer consumption and opportunity telemetry to surface risk and expansion opportunities early.
Prerequisites & Qualifications
- check Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, or data infrastructure.
- check A track record of generating partner-sourced pipeline and influencing revenue within an assigned territory.
- check Comfort operating in a CRM daily with strong pipeline hygiene, forecasting discipline, and reporting skills.
- check Working knowledge of a structured sales methodology such as MEDDPICC and the ability to coach partners through it.
- check Strong communication skills capable of briefing sales leadership concisely and writing practical partner enablement materials.
- check Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove transaction friction.
- check Self-directed and outcome-oriented approach to shipping, measuring, and iterating.
About Elastic Greenhouse Board
Verified hiring organization details.
Elastic Greenhouse Board is a technology and software company based in the United States, operating as an active hiring employer.