Partner GTM Program Manager - Americas

Elastic

4d

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
The Partnership GTM Program Manager is the strategic and operational backbone of Elastic’s Americas Partner organization. This role develops, optimizes, and runs the systems and cadences that translate partner strategy into measurable execution — spanning co-sell performance, field enablement, and technical alignment!
In this role, you’ll act as an architect and orchestrator — ensuring the partnership organization executes with precision across sales, marketing, and solutions teams!

Requirements

• 7–10 years of experience in partner GTM, strategy, or business management in SaaS or cloud ecosystems.
• Strong understanding of GTM systems (Salesforce, Clari, Tableau, partner portals, dashboards) and partnership performance metrics.
• Proven success aligning across sales, marketing, alliances, and technical teams to drive execution.
• Excellent analytical, communication, and executive storytelling skills.

Nice To Haves

• Familiarity with Elastic’s ecosystem and hyperscalers GTM models (AWS Marketplace, Azure, GCP) preferred.

Responsibilities

• Assist in developing the annual and quarterly GTM priorities for the Americas Partner organization, translating global objectives into actionable regional programs.
• Conduct regular reviews of the partner portfolio, identifying whitespace opportunities, investment priorities, and underperforming partnerships for remediation or sunset.
• Develop and manage incentive programs, allocation of available investment funds, and performance tiers to align partner behavior with Elastic's strategic revenue goals.
• Serve as the primary liaison between the team and Corporate and Product strategy, ensuring regional GTM aligns with long-term company direction.
• Define and manage partner performance metrics across sourced, influenced, and co-sell pipeline.
• Build and maintain reporting systems that deliver clear visibility into partner impact and revenue contribution.
• Collaborate with Sales Ops and Finance to ensure accurate forecasting, pipeline consistency, and partner attribution.
• Collaborate with Global Partner Solutions (GPS), Channel Acceleration Team (CAT), and Field Enablement to develop partner GTM content and readiness programs.
• Equip Elastic field teams to co-sell optimally with key partners and hyperscalers (AWS, Azure, GCP).
• Scale enablement programs that translate partner engagement into pipeline acceleration and measurable outcomes.
• Architect and orchestrate the GTM operating system for the Americas partnership team — including pipeline cadences, MBRs, QBRs, and leadership dashboards.
• Engineer cross-functional workflows that drive visibility, accountability, and execution velocity.
• Serve as the execution architect for the Americas Partner team — aligning goals, metrics, and communication across all partner-facing functions.
• Align partner marketing investments and activities with regional GTM priorities and account plans.
• Drive coordination between partner marketing and sales execution, ensuring campaigns tie to measurable pipeline results.
• Partner with Global Partner Marketing to adapt global programs for the Americas region.
• Partner closely with Solution Architects and Product Alliances to connect joint solutions with GTM strategy.
• Map technical integrations and solution plays to revenue-driving motions and partner priorities.
• Ensure technical enablement aligns with field execution, helping translate solution architectures into clear GTM narratives.
• Facilitate alignment between product, technical, and partner teams to accelerate co-build and co-sell opportunities.

Benefits

• Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.
• Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
• 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: Manager
• Education Level: No Education Listed
• Number of Employees: 1,001-5,000 employees