GSI Incubation Lead - East

Elastic

7d

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.
What is the Role
We are looking for a highly motivated GSI Incubation Lead to join our global partner team at Elastic. This role is responsible for designing, executing, and validating early-stage Global Systems Integrator (GSI) partnership motions, transforming strategic partner interest into repeatable, scalable, and field-ready Go-To-Market models.
This role serves as the link between Strategy and Scale - proving which GSI motions work, creating the operational model for success, and enabling confident long-term handoff to regional sales and partner teams.

Requirements

• 10 years + experience in partnerships, alliances, GTM, or services-led sales within enterprise technology
• Proven experience building and scaling GSI or complex partner motions, ideally from early-stage incubation through repeatable execution
• Strong track record of driving partner-influenced pipeline and revenue
• Demonstrated ability to operate in ambiguity and build structure
• Ability to influence senior stakeholders across Sales, Services, Product, Finance, and Legal without direct authority
• Willing to travel up to 30% as needed to support partner execution and alignment

Nice To Haves

• Familiarity with analytics, search, security, observability or GenAI platforms strongly preferred

Responsibilities

• Identify, design and lead early-stage GSI partnership motions aligned to Elastic's strategic priorities (e.g. GenAI, Security, Observability, Search)
• Drive early pipeline creation and lighthouse opportunities through joint account planning and partner-led execution
• Work closely with Sales, Services, Marketing, Product, Finance, and Legal teams to align incentives, execution models, and success metrics for strategic GSI engagement
• Build and operationalize repeatable GSI playbooks (enablement, account targeting, delivery models) that can be handed off to regional teams for scale
• Establish clear, data-backed criteria to graduate, invest further in, or exit GSI incubation partners

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

What This Job Offers

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