Partner Manager

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. We’re looking for a highly motivated Partner Manager with a strong background developing new client segments in partnership with Value-Added Reseller and modern Distribution partners. This is a new role, driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you! Responsibilities Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies Responsible for implementing Elastic’s Distribution program to drive growth, coverage, and scale Own an entire “Partner-led” customer segment for Elastic Hong Kong, Macau & Taiwan's business Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement Work closely with our direct sales teams across all client segments to build pipeline, progress opportunities, close revenue and grow expansion. Create and drive overall channel strategy and prioritisation plan for coverage area, including the development of an Elastics practice across priority channel partners Capabilities and Experience Energetic, analytical, self-directed, and passionate business development and channel professional At least 5 years’ experience in Enterprise Software / SaaS sales and BD roles; 2 years’ partner management experience. Preferred experience in data, search or security solution markets Experience building channel networks from the ground up, including designing channel programs and negotiating channel agreements Very strong Sales Operations productivity Excellent communication, collaboration and interpersonal skills, with the ability to build strong internal and external relationships Demonstrated success growing business results with Partners through increased lead growth, bookings growth and sourced business Willing to travel up to 30% of the time Bachelor's degree, Masters or MBA is a plus! Bonus Points Prior experience at an open-source or developer‐centric infrastructure company. Familiarity with observability (logs, metrics, traces) or security analytics (SIEM/XDR) use cases. 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 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 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. Please see here for our Privacy Statement.