At a Glance
- Tasks: Lead AWS partnership strategy and drive revenue growth across EMEA.
- Company: Elastic, a leading Search AI company transforming data into actionable insights.
- Benefits: Competitive salary, dynamic work environment, and opportunities for professional growth.
- Other info: Collaborative culture with a focus on innovation and strategic execution.
- Why this job: Join a high-impact role at the forefront of AI and cloud technology.
- Qualifications: 12+ years in tech partnerships, ideally with AWS experience.
The predicted salary is between 63000 - 77000 £ per year.
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
As a 3X global award-winning partner of AWS with deep integrations across AWS services and a growing ecosystem of connectors, Elastic is positioned as the context and retrieval layer of choice for enterprise AI on AWS. EMEA represents approximately one-third of Elastic's global revenue, spanning nine sub-regions, ~200 sellers, and a rapidly growing AWS Marketplace footprint. The AWS relationship in EMEA is both Elastic's greatest strategic growth lever and its most complex partnership to execute — where collaboration and competition coexist across cloud, security, and AI. We are seeking a driven, regionally expert AWS Alliance Director for EMEA to lead execution of the joint Elastic–AWS go-to-market strategy across the region. This is a high-visibility individual contributor leadership role that demands executive presence, deep AWS ecosystem knowledge — ideally from time spent inside AWS — and the operational discipline to turn strategy into revenue. You will own Marketplace growth, co-sell engine activation, new logo acquisition, channel development, and geo expansion across EMEA, directly partnering with AWS EMEA leadership and coordinating a broad internal stakeholder map.
What You Will Be Doing
- Strategic Leadership: Define and drive Elastic's EMEA AWS partnership strategy, navigating the coopetitive dynamics of the relationship to deliver joint revenue growth and expand Elastic's presence in the AWS ecosystem. Build trusted relationships with AWS and Elastic EMEA senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum. Be known as a highly effective and knowledgeable resource for Elastic field teams on co-selling with AWS, value of marketplace, and strategic deal execution.
- Marketplace & Revenue Growth: Accelerate AWS Marketplace adoption across EMEA, driving co-sell motions, Marketplace transactions, and partner channel activation. Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams. Manage and maximise AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities.
- Executive & Field Alignment: Partner closely with EMEA RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution. Equip EMEA field sellers and SAs with Better Together messaging, competitive positioning and joint sales plays. Represent Elastic at priority AWS Summits and joint events including AI BOX programs, CISO roundtables, and partner hackathons.
- Cross-Functional Orchestration: Align and partner with the Global AWS Alliance leader to integrate the EMEA Alliance strategy with the existing global strategy. Work with the Global AWS Marketing Manager and EMEA Partner Marketing Manager to launch joint campaigns. Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector.
What You Bring
- AWS-Insider Advantage: Prior experience at AWS in partner sales is strongly preferred. You understand how AWS operates internally, how co-sell decisions are made, and how to build the right relationships to move deals forward.
- Proven Alliance Leadership: 12+ years of experience in technology partnerships, with a track record of managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programmes.
- EMEA Market Depth: Demonstrated experience operating across EMEA's diverse sub-regions, with appreciation for the commercial, cultural, and regulatory nuances of markets from UKI and DACH to Benelux, France, Nordics, and the Middle East.
- Executive Presence & Influence: Exceptional ability to build trust with senior stakeholders on both sides of the partnership. You can simplify complexity, align competing priorities, and command credibility at the executive level.
- High Emotional Intelligence: You build relationships across organisational and cultural boundaries, listen actively, resolve conflict constructively, and bring cross-functional teams together without formal authority.
- Strategic & Hands-On: Equally comfortable shaping a joint business plan with an executive team and rolling up your sleeves to activate a regional sales play in the field.
- Competitive Mentality: Skilled at navigating a coopetitive landscape — forming close partnerships with AWS while clearly differentiating Elastic when it matters.
- Data-Driven: Focused on measurable outcomes: co-sell pipeline, Marketplace growth, new logo wins, and partner activation. You build the mechanisms to track and drive accountability against goals.
AWS Alliance Director — EMEA employer: Elastic
Elastic is an exceptional employer that champions innovation and diversity, providing a dynamic work environment where Product Managers can thrive. With flexible work schedules, competitive remuneration, and comprehensive health benefits, employees are empowered to grow both personally and professionally while making a significant impact on the success of Elastic Cloud. Located in the United Kingdom, this role offers unique opportunities to lead transformative initiatives in a supportive and collaborative culture.
StudySmarter Expert Advice🤫
We think this is how you could land AWS Alliance Director — EMEA
✨Tip Number 1: Get Involved in Consulting Case Competitions
Look for case competitions hosted by universities and consulting firms. They’re a fab way to showcase your problem-solving skills and meet industry players. Plus, winning one can seriously boost your CV, which we know is key when applying for roles like AWS Alliance Director — EMEA at Elastic!
✨Tip Number 2: Leverage Alumni Networks
Tap into your university’s alumni network; many consultants love to help out new talent. Reach out to alumni who are working in management consulting, they might have insider knowledge about openings at firms like Elastic or be willing to refer you for that AWS Alliance Director — EMEA position!
✨Tip Number 3: Attend Industry Events and Conferences
Keep an eye on management consulting events, workshops, or panels. These are prime opportunities to network with top professionals and get your name out there. You might even bump into someone from Elastic who’s on the lookout for their next AWS Alliance Director — EMEA star!
✨Tip Number 4: Polish Your Consulting Skills Online
Engage with online platforms that offer consulting simulations or courses. Prove your chops by completing relevant projects — this not only beefs up your experience but also gives you concrete examples to chat about during interviews for that full-time AWS Alliance Director — EMEA role at Elastic!
We think you need these skills to ace AWS Alliance Director — EMEA
Some tips for your application 🫡
Show Your Problem-Solving Skills:In management consulting, it's all about problem-solving—so make sure your CV highlights your analytical and critical thinking skills. Include examples from your studies or previous roles where you tackled complex issues or came up with innovative solutions. Quantify your achievements whenever possible to demonstrate your impact!
Tailor Your Cover Letter:Your cover letter is your chance to explain why you're a perfect fit for the consulting world. Focus on your motivation for joining the industry and how your skills align with the requirements of the role at Elastic. Remember to mention any relevant coursework or projects that showcase your understanding of strategic frameworks or business models!
Highlight Team Experience:Consultants often work in teams, so it's vital to showcase your collaborative skills. Include experiences where you've worked effectively with others, whether in academic group projects or internships. Discuss your role in the team and how you helped achieve common goals, demonstrating you can thrive in a consultancy environment.
Professionalise Your Online Presence:Make sure your LinkedIn and any other professional profiles are up to date, reflecting your career aspirations in management consulting. Connect with industry professionals and follow relevant groups—show you’re serious about entering this field. Applying through our website is a great way to get noticed, so showcase your personality and enthusiasm there!
How to prepare for a job interview at Elastic
✨Master the Case Study Game
In management consulting, case study interviews are all the rage. Make sure to practice structuring your thoughts and analysing data on the fly. Use resources like example case studies to get comfortable with frameworks and solutions. Remember, it’s not just about getting the right answer but showcasing your thought process, so talk us through your reasoning!
✨Know Your Numbers
Be prepared for some numerical and analytical questions. Brush up on your mental math and be ready to interpret data from charts or graphs. We might throw some business scenarios at you that require a quick turnaround on numerical analysis, so practice these skills to feel confident and swift!
✨Show Your Leadership Flair
As this is a full-time role, we want to see your potential as a seasoned consultant. Be ready to discuss experiences where you've led a project or a team. Think about times you've influenced decisions or navigated challenges—this is your chance to show how you can thrive in a fast-paced, collaborative environment.
✨Be a Cultural Fit
We’re not just looking for brains; we want to see if you vibe with our company culture at Elastic. Prepare to share how your values align with ours. Have a think about what makes a great team environment for you and how you can contribute to that. A good cultural fit goes a long way in management consulting!
