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 pay, health coverage, flexible schedules, and generous vacation days.
- Other info: Inclusive culture that values diverse perspectives and experiences.
- Why this job: Join a dynamic team 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.
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.
AWS Alliance Director — EMEA employer: Elasticsearch B.V.
Elasticsearch B.V. is an exceptional employer, offering a dynamic and inclusive work environment that prioritises employee well-being and flexibility. As a UK Public Sector Partnerships Leader, you will have the opportunity to drive meaningful change in government organisations while benefiting from robust professional development and growth opportunities within a collaborative team culture. Join us to make a significant impact in the public sector while enjoying a competitive salary and a supportive workplace.
StudySmarter Expert Advice🤫
We think this is how you could land AWS Alliance Director — EMEA
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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 Elasticsearch B.V.!
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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 Elasticsearch B.V.. 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.
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How to prepare for a job interview at Elasticsearch B.V.
✨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!
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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 Elasticsearch B.V.. 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!
