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
Dual-Value Architecture: Co-develop and articulate the joint "Elastic + Partner" value proposition. Help partners understand the ROI of building on or with Elastic, while simultaneously helping partners position that combined value to their end customers.
Ecosystem Collaboration: Partner closely with Global Alliances, Channel Sales leaders, and partner account teams to identify, prioritize, and execute value delivery strategies for key regional and global partners.
Business Case and ROI Development: Lead joint business value reviews and create boardroom-quality business cases that quantify the economic benefits, total cost of ownership (TCO), and realized business impacts of Elastic-powered partner solutions.
Framework and Tool Creation: Help scale the Partner Value Engineering practice by creating repeatable frameworks, tools, and value calculators tailored specifically to different partner personas such as GSIs, MSSPs, and Cloud Hyperscalers.
Executive Presentation: Deliver compelling, high-impact presentations to partner executives and joint customers, acting as a trusted advisor on business transformation and optimization.
Cross-Functional Alignment: Work collaboratively with Product, Marketing, and Engineering teams to ensure partner feedback and unique ecosystem use cases are integrated into Elastic’s broader value strategy.
What they're looking for
- Enablement and Workshops: Conduct training sessions and workshops for both internal Elastic teams and partner organizations to elevate their discovery capabilities and understanding of value-based selling.
- Experience: 4+ years of experience in Value Engineering, Management: Consulting, Partner Enablement, or a related customer or partner-facing strategic role.
- Partner DNA: Proven experience working directly within or alongside partner: ecosystems (GSIs, RSIs, MSPs, or Cloud Providers) with a strong network of existing partner relationships.
- Value Selling Expertise: Expert-level knowledge of value-based selling methodologies (such as MEDDPICC, Challenger, or similar frameworks) and a demonstrated ability to build complex financial models and business cases.
