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 transforming the industry and works closely with Cloud Service Providers in this mission. The Partner Development Manager is responsible for helping lead this charge with responsibility for driving the strategic development and management of our Strategic Alliance with AWS in the Americas.

Do you have experience managing sophisticated, strategic cloud partnerships? Are you passionate about applying the power of search to a variety of diverse use cases? If so, we'd love to hear from you!

What You Will Be Doing:

• Developing and executing a comprehensive partner strategy for AWS across the Americas.
• Driving and managing joint pipeline generation and co-selling motions with AWS and Elastic field teams to meet and exceed AWS Marketplace revenue targets.
• Enabling AWS sales teams (account executives, solution architects, specialists) on Elastic’s value proposition and joint solutions
• Taking joint Elastic-AWS sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Elastic field sales teams.
• Building positive relationships with key stakeholders within AWS's partner organization, sales leadership, and technical teams.
• Conducting a regular communication cadence and business reviews between Elastic and AWS.
• Representing Elastic at AWS events and conferences.
• Collaborating internally with our global partner team, sales, marketing, and technical teams to ensure alignment and support for AWS initiatives.
• Using AWS Marketplace and other AWS programs to drive awareness and adoption of our solutions with Elastic sales teams.
• Leading and educating Elastic field sellers on effective co-selling with AWS..
• Regularly track, analyze, and report on key partner performance metrics, identifying areas for optimization and growth.

What You Bring:

• 8+ years of experience in partner development, alliance management, or channel sales within the software/SaaS industry
• Proven track record of driving significant revenue growth through cloud partnerships, ideally with AWS
• Deep understanding of the AWS ecosystem, including its products, sales motions, partner programs and incentives
• Strong relationship-building, negotiation, and communication skills
• Ability to work independently and as part of a cross-functional team
• Excellent presentation skills and ability to articulate complex technical and business concepts
• Effective collaboration skills across cross-functional teams, including sales, alliances, marketing, legal, and operations
• Strong tolerance for ambiguity; able to focus and execute in a changing environment
• Strong drive and character qualities that match our company Source Code and inspire others

#LI-AM2

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).  On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).  

The typical starting OTE range for new hires in this role is listed below.  This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.  

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:$129,000—$204,000 USDThe typical starting Target Variable range for this role is:$55,200—$87,400 USDThe typical starting On-Target Earnings (OTE) range for this role is:$184,200—$291,400 USDAdditional 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 candidate_accessibility@elastic.co. 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 encryption software and technology that is subject to U.S. 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, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). 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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