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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 Distributor Business Development Manager, you will own Elastic's distribution relationships and unmanaged Elastic partner strategy with distribution partners across the APJ region.
The successful candidate will connect Elastic's sales teams, partner teams, and distributors in the region. Their main goal is to drive pipeline generation with the help of distributors. They will also enable resellers and execute co-sell strategies. Additionally, they will work on growing new business and increasing expansion ARR through the partner ecosystem.
This role requires a candidate with strong partner sales acumen, regional experience and proven track record of growing business with distributors. You will work with cross-functional teams, and focus on driving execution of Elastic sales plays, deep technical alignment and enablement of distributors and will scale business through distributor led partner ecosystem.
As a business leader, you will conduct executive business reviews with both the distributor and Elastic leadership teams. You should be capable and comfortable delivering demonstrations of Elastic products. You will arrange technical workshops and certification boot camps with distributors and Elastic reseller teams. Additionally, you will create and improve sales plays, and most importantly drive business execution across distributors and distributor-led partner ecosystem.
Key Technical Responsibilities
- check_circle Manage business plans with distribution partners, set quarterly targets for the pipeline and for recruiting resellers, and prioritize segments for Enterprise, Public Sector, and Commercial business.
- check_circle Build and maintain executive-level relationships with distribution executive teams and drive business growth initiatives with Elastic Field Sales teams, Managed Partners teams, and distributors.
- check_circle Develop and execute a distribution GTM playbook aligned to Elastic's Fiscal year priorities and key performance indicators such as partner-sourced pipeline, New & Expansion business targets, and reseller coverage model.
- check_circle Work with Global Partner Sales Operations to track distributor performance using KPIs including partner-sourced ARR, deal registration volume, pipeline coverage ratio, and reseller activation rates.
- check_circle Independently design and deliver technical enablement programs for reseller sales engineers, architects, and pre-sales teams onsite and virtually.
- check_circle Build and maintain a reusable enablement content library including demo environments, hands-on lab guides, discovery decks, competitive battle-cards, and certification study aids.
- check_circle Run monthly and quarterly distributor enablement days with coordinated technical tracks (observability, SIEM/security analytics, vector/AI search) and business tracks.
- check_circle Drive reseller technical certifications and training completions through proactive cohort scheduling, remediation support, and accountability reporting.
- check_circle Deliver or co-deliver Elastic product demonstrations for reseller-led opportunities, serving as the technical point of contact for pre-sales support.
- check_circle Identify, recruit, and enable net-new resellers through distribution partners, managing tiering and partner program alignment.
- check_circle Drive reseller activation through demand generation programs, MDF utilization, and joint marketing motions with distributors while maintaining a healthy APJ reseller pipeline.
- check_circle Partner with Elastic Regional Sales field managers to integrate distribution into account and territory planning.
- check_circle Work with Global Partner Sales Operations & Strategy on distributor discount structures, incentive programs, and data integrity within Salesforce and Impartner.
- check_circle Collaborate with Marketing to develop and deploy partner-funded demand generation campaigns through public sector distribution partners.
- check_circle Escalate and resolve distributor-facing channel conflicts, pricing disputes, and deal registration exceptions in coordination with leadership and Deal Desk.
Prerequisites & Qualifications
- check 7+ years of channel sales or partner management experience, with at least 3 years focused on distribution.
- check Demonstrated track record of driving partner-sourced revenue through distributor-managed reseller ecosystems.
- check Proven ability to independently deliver sales pitches and business value proposition to partners, showcase product or solution demos, co-deliver hands-on workshops, and lab-based training.
- check Experience building or managing a self-sustaining partner enablement program including content design, delivery cadence, certification tracking, and outcomes measurement.
- check Hands-on fluency with at least one domain: observability/monitoring, SIEM/security analytics, log management, or enterprise search.
- check Deep familiarity with account segments and how channel partners execute business with Enterprise, Public Sector, and commercial customers.
- check Experience working with diverse regions and directly with partners based in different countries across APJ, managing complex multi-stakeholder relationships.
- check Strong command of channel mechanics including deal registration, margin stacking, MDF management, reseller tiering, and co-sell program execution.
- check Proficiency in Salesforce CRM for pipeline management, reporting, and partner attribution workflows.
- check Excellent executive communication skills with equal comfort presenting to a CISO as to a room of reseller SEs.
- check Willingness and ability to travel onsite to distribution and reseller locations (estimated 20%–30%) for enablement events, QBRs, and partner marketing activities.
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.