Job Description
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’re looking for a highly motivated Senior Partner Manager with a strong background developing new client segments in partnership with Value-Added Reseller, Regional System Integrators and modern Distribution partners. This role is critical to driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you!
The Senior Partner Manager’s responsibility is to develop and drive the execution of business plans with a set of focus partners with initiatives that support accelerated GTM, increased investment and new capabilities and offerings to take to market in the India region. Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, partner and technical sales, marketing, legal, and operations
What You Will Be Doing
Executive Relationships. Growing trust and influence with senior leadership of our focus partners. Developing joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the India region.
Sales Management. Working with internal and external field sales teams to take joint sales plays, programs and industry solutions to specific market segments for execution.
Market Development. Work with the specified partners’ business development, marketing, and solution architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market.
Business Cadence. Execute, manage and deliver India pipeline and revenue growth cadence tied to the specified partners’ strategies and initiatives.
Strategy. Help shape and evolve Elastic’s partner strategy, while implementing plans and execution in the Singapore region.
Partner Ecosystem. Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships.
Communication. High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic’s partner ecosystem, strategy & programs.
Educate. Ensure partners’ stakeholders understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio.
What You Bring
8 + years in Partner Management roles.
Extensive external industry network with 8+ years of SaaS based solutions and/or open source technologies.
Executive presence; executive selling, communication and business development skills.
Proven performance, personally leading to measurable revenue results through strategic partnerships.
Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process
You need strong skills in analysis, organization, and managing projects. You must be able to make quick, informed decisions that can lead to smart risks. Your choices will have a direct impact on financial investments, revenue increases, and the performance of the teams you are part of.
Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization.
Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment.
Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act
Accountability and a bias for action
High energy, great attitude, collaborative approach, and a learning mindset
Willingness to travel (up to 20%)
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 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.
Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
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