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
Manage business plans with distribution partners. Set quarterly targets for: the pipeline and for recruiting resellers. Prioritize segments for Elastic's Enterprise, Public Sector, and Commercial business.
Build and maintain executive-level relationships with distribution executive: team, and drive business growth initiatives with Elastic Field Sales teams, Managed Partners teams, and distributors
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.
Work with Global Partner Sales Operations to track distributor performance: using KPIs. These KPIs include partner-sourced ARR, deal registration volume, pipeline coverage ratio, and reseller activation rates.
Onsite & Virtual: Independently design and deliver technical enablement programs for reseller sales engineers, architects, and pre-sales teams — onsite at distributor offices, reseller HQs, and industry events, as well as in virtual/webinar formats.
Build and maintain a reusable enablement content library: demo environments, hands-on lab guides, discovery decks, competitive battle-cards, and certification study aids tailored to the Elastic platform (Search, Observability, Security).
What they're looking for
- Run monthly/quarterly distributor enablement days with coordinated technical: tracks (observability, SIEM/security analytics, vector/AI search) and business tracks (program updates, incentives, pipeline reviews).
- Drive reseller technical certifications and training completions through: proactive cohort scheduling, remediation support, and accountability reporting back to Elastic Partner Enablement.
- Deliver or co-deliver Elastic product demonstrations for reseller-led: opportunities, serving as the technical point of contact for pre-sales support through distribution when a dedicated SE is unavailable.
- Identify, recruit, and enable net-new resellers through distribution: partners; manage tiering and partner program alignment.
