Channel and Alliances Manager

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 Partner Manager to join our Channel organisation to execute the channel strategy across the UK. This role is responsible for supporting Elastic’s efforts to build an elite ecosystem of partners who are highly strategic to the company’s long-term goals. The Partner Manager will recruit, enable, and support a network of partners in order to drive partner sourced, influenced, and fulfilled revenue. We need someone who has the ability to enable established channel organisations, drive campaigns with these partners, act as a conduit between Elastic and Partner sales teams, and be the SME for everything Elastic, addressing key customer groups within mid market teams. We need a highly motivated, assertive, execution-focused individual who can establish and deliver a best-in-class channel ecosystem.

What You Will Be Doing:

• Identifying, recruiting, enabling and managing key channel partners to support business goals and to execute partner sales strategies.
• Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement.
• Work closely with our direct sales team leaders to form a coherent indirect strategy.
• Negotiate and close channel and partnership contracts.
• Create and drive overall channel strategy and prioritisation plan for coverage area, including the development of an Elastic Stack practice across priority channel partners.

What You Bring:

• The ability to learn or past experience in recruiting, enabling and managing channel partners with direct personal involvement.
• Exposure to and expertise in building channel partners from the ground up.
• Self-motivated, energetic, smart, self-directed, and passionate about business development and channel engagement.
• Demonstrated success growing partners through increased lead generation and pipeline growth.
• Experience negotiating channel agreements or the aptitude to learn.
• Understanding of security, observability, GenAI, search, or big data markets/products or ability to learn quickly.
• Willing to travel regularly.

Additional Information - We Take Care of Our People: As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do. We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• 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 a minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation. We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co. We will reply to your request within 24 business hours of submission.