Channel and Alliances Manager - Canada

Elastic

2d • CA$133,600 - CA$211,400 • Remote

About The Position

As a Channels & Alliances Manager on the Channel Acceleration Team, you will own the channel motion for Canada. You will be the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve. Your role will involve building partner-sourced pipeline, accelerating deal velocity, and transforming partner strategy into repeatable plays that the field can effectively utilize.

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.
• Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it.
• Strong communication skills; ability to brief a sales leader concisely and write effective partner enablement materials.
• Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions.
• Self-directed and outcome-oriented; ability to 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, mapping accounts and attaching actionable channel plays (security-first attach, free-to-paid conversion, or renewal expansion) with clear next steps and named owners as new partners are onboarded.
• 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, including monitoring the partner application queue, running onboarding calls, and executing the standard onboarding framework.
• Drive joint business planning with focus and regional partners, co-authoring the plan with solutions architecture leadership, confirming portal access, mapping target accounts, and locking 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 by resolving territory duplicates, keeping deal notes current, and ensuring every opportunity has 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.
• Communicate the story behind the numbers, identifying momentum, gaps, and necessary adjustments.

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
• Up to $2000 (or local currency equivalent) match for financial donations and service
• Up to 40 hours each year to use toward volunteer projects
• Minimum of 16 weeks of parental leave
• Company-matched Registered Retirement Savings Plan (RRSP) with dollar-for-dollar matching up to 6% of eligible earnings
• Eligible to participate in Elastic's stock program

What This Job Offers

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