Global Alliance Director - AWS

Elastic

97d • $161,300 - $255,100

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. With over 50 out of the box integrations with AWS services and 300+ external connectors for easier data ingestion, Elastic is a 3X award-winning Partner of AWS – most recently named the 2024 Global GenAI Infrastructure & Data AWS Partner of the Year. Elastic is seeking a top-tiered, visionary AWS alliance leader to own and grow one of Elastic’s most business critical partnerships. While Hyperscalers are the most strategic and influential partners for Elastic, at the same time, they are nuanced relationships where collaboration and competition coexist. We need a leader who can skillfully navigate the global scale of the partnership, command an executive presence, align diverse stakeholders, and encourage cross-functional teams to deliver a measurable impact.

Requirements

• 15+ years of experience managing large-scale cloud or technology partnerships, preferably with AWS or other hyperscalers.
• High Emotional Intelligence: ability to build trust, listen actively, resolve conflict effectively, and encourage people across organizations and cultures.
• Exceptional ability to bring together diverse voices and cross-functional teams driving toward a shared vision and goals.
• Ability to think strategically at the executive level while actively working to execute on the ground.
• Skilled at navigating competition—forming close partnership with AWS while setting Elastic apart when managing competitive situations.
• Proven experience operating in sophisticated, matrixed organizations across multiple geographies.
• Relentless focus on pipeline, co-sell revenue, strong marketplace growth, and managing measurable business outcomes.

Responsibilities

• Define and drive Elastic’s global AWS alliance strategy, navigating competitive dynamics with opportunities for joint growth in order to drive joint-revenue and elevate Elastic’s position within the AWS partner ecosystem.
• Build trusted relationships with AWS senior leadership and Elastic’s executives to ensure shared priorities, visibility, and sponsorship.
• Manage with compassion, high emotional intelligence, and strong communication skills to empower, guide, and unify cross-functional teams.
• Align sales, marketing, product, revenue operations, finance, and partner teams across geographies to drive consistent execution and outcomes.
• Lead co-sell and marketplace motions with AWS to expand Elastic’s footprint, improve committed cloud spend, and accelerate deal velocity.
• Equip regional sales and partner leaders with AWS & Elastic Better together, incentives, and plays to strengthen regional sales execution.
• Track and report alliance performance, ensuring accountability to revenue, pipeline, and marketplace growth goals.

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.
• Minimum of 16 weeks of parental leave.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: Bachelor's degree
• Number of Employees: 1,001-5,000 employees