Channel Account Representative - Enterprise East

Elastic

11d • $128,000 - $202,400

About The Position

Elastic is hiring a Channel Account Representative for the East Enterprise Region on its Channel Acceleration Team. The role owns the channel motion for the territory and connects Elastic sellers, partners, and customers. It focuses on building partner-sourced pipeline, accelerating deal velocity, and translating partner strategy into repeatable field plays.

The representative owns partner-sourced pipeline generation and bookings, develops territory plans, onboards and enables partners, and supports joint business planning. The role also manages quotes and deal registrations, maintains pipeline and CRM accuracy, enforces partner-attachment standards for security opportunities, and reports on regional channel performance and customer expansion or risk signals.

Compensation is base salary plus a variable component, with a 70/30 base-to-target-variable mix. The stated starting OTE range is $128,000–$202,400 USD, comprising a salary range of $89,600–$141,700 USD and a target variable range of $38,400–$60,700 USD. The role is eligible for Elastic’s stock program. Benefits include company-matched 401(k), health coverage in many locations, flexible locations and schedules for many roles, vacation days, donation matching, paid volunteer time, and parental leave.

Requirements

• Experience in channel or partner management, alliances, or partner-facing sales; ideally in enterprise software, cloud, or data infrastructure.
• Track record of generating partner-sourced pipeline and influencing revenue within an assigned territory.
• Comfort operating in a CRM daily; pipeline hygiene, forecasting discipline, and reporting are core responsibilities.
• Working knowledge of a structured sales methodology such as MEDDPICC and ability to coach partners through it.
• Strong written and verbal communication skills, including concise briefings and practical partner enablement materials.
• Ability to work cross-functionally with sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions.
• Self-directed and outcome-oriented approach, with the ability to ship, measure, and iterate.

Responsibilities

• Own partner-sourced pipeline generation and bookings for the assigned territory in partnership with regional sales leadership.
• Build and maintain a territory game plan; map accounts on a recurring cadence and as partners are onboarded, assigning actionable channel plays, next steps, and named owners.
• Deliver concise regional channel strategy briefings to sales leadership and participate in routine regional forecast calls.
• Manage inbound partner onboarding end to end, including monitoring the application queue, running onboarding calls, and executing the standard onboarding framework.
• Drive joint business planning with focus and regional partners, co-authoring plans with solutions architecture leadership, confirming portal access, mapping target accounts, and establishing recurring partner cadence.
• Provide partners with enablement, assets, and plays to sell, build, and service with Elastic, and ensure Elastic sellers adopt them.
• Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying appropriate programs and incentives.
• Maintain pipeline hygiene by resolving territory duplicates, keeping deal notes current, and ensuring accurate opportunity statuses.
• Enforce partner-attachment standards on security opportunities, ensuring an eligible focus security partner is attached before deals advance.
• Manage partner deal registrations end to end, including timely appeals for declined or disputed registrations.
• Report regional channel metrics, including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach.
• Monitor customer consumption and opportunity telemetry to identify risk and expansion opportunities early.
• Explain regional performance trends, gaps, and adjustments.

Benefits

• Company-matched 401(k), with dollar-for-dollar matching up to 6% of eligible earnings.
• Health coverage for employees and families in many locations.
• Flexible locations and schedules for many roles.
• Vacation days each year.
• Matching up to $2,000 (or local currency equivalent) for financial donations and service.
• Up to 40 hours each year for volunteer projects.
• At least 16 weeks of parental leave.
• Eligibility to participate in Elastic’s stock program.

What This Job Offers

• Job Type: Full-time
• Education Level: No Education Listed