Channel and Alliances Manager - Enterprise East

Elastic

3d • $128,000 - $202,400 • Remote

About The Position

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.

As a Channels & Alliances Manager on Channel Acceleration Team, you own the channel motion for the East Enterprise Region. You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve. You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses.

Requirements

• Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, or data infrastructure.
• A 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 to this role, not an afterthought.
• Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it.
• Strong communication skills. You can brief a sales leader in five minutes without fluff, and write enablement a partner will actually use.
• Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions.
• Self-directed and outcome-oriented. You ship, measure, and iterate.

Nice To Haves

• Experience with resellers, global systems integrators, MSPs, or hyperscaler marketplaces (AWS, Azure, Google Cloud).
• Familiarity with Search, Observability, or Security solutions.
• Experience with partner relationship management (PRM) platforms and CRM-based reporting.

Responsibilities

• Own partner-sourced pipeline generation and bookings for your assigned territory, in partnership with regional sales leadership.
• Build and maintain a territory game plan. Map accounts on a recurring cadence and as new partners are onboarded, attaching an actionable channel play (security-first attach, free-to-paid conversion, or renewal expansion) with a clear next step and named owner.
• Deliver concise, fluff-free regional channel strategy briefings to sales leadership and hold a routine seat on regional forecast calls.
• Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework.
• Drive joint business planning with focus and regional partners. Co-author the joint business plan with solutions architecture leadership, confirm portal access, map target accounts, and lock in a recurring partner cadence.
• Equip partners with the enablement, assets, and plays they need 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 the correct programs and incentives.
• Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status.
• Enforce partner attach standards on security opportunities, ensuring an eligible focus security partner is attached before the deal advances.
• Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations.
• Report on 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 surface risk and expansion early.
• Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting.

Benefits

• 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
• company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings

What This Job Offers

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