The opportunity
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…
What you'll do
Distribution Strategy & Partner Program Governance
Own joint business plans with public sector distribution partners; define: quarterly pipeline targets, reseller recruitment goals, and segment-level priorities across FED, SLED, and AMER Commercial.
Set and maintain the rules of engagement between Elastic and its distribution: partners — including margin policy, back-end rebate structures, deal registration SLAs, reseller tier criteria, and MDF allocation thresholds — in partnership with GPS Operations & Strategy.
Build and maintain executive-level relationships at the VP/SVP level with: distribution leadership, partner and segment sales teams at key public sector distribution partners. Position quarterly business reviews as executive governance sessions — agenda setting, scorecard presentation, and strategic realignment — distinct from tactical cadence management.
Develop and execute a distribution GTM playbook aligned to Elastic's FY: partner-sourced N&E ARR targets and reseller coverage model.
Partner with Global Public Sector Operations to track distributor performance: against KPIs including partner-sourced ARR, deal registration volume, pipeline coverage ratio, and reseller activation rates.
What they're looking for
- Canada Distribution Strategy
- Own Canada distribution strategy as a discrete workstream: map the Canadian VAR landscape, align to provincial SLED procurement requirements, and develop a distributor coverage model for the CA market.
- Build relationships with Canadian distribution leadership and identify: net-new reseller recruitment opportunities specific to the Canadian Public Sector and commercial market.
- Ensure Canada-specific contract vehicles, provincial procurement channels,: and compliance requirements are reflected in joint business plans and GTM execution.