Cloud Marketplace Development 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: Elastic, the Search Analytics company, is seeking a dynamic and highly motivated Marketplace Sales Specialist to join our Partner Sales organization to accelerate Elastic's cloud marketplace business across APJ. To excel as a Marketplace Sales Specialist at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based sales specialist. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems. As a Marketplace Sales Specialist, you will drive co-sell activities with the global cloud partners who are highly strategic to the company’s long-term goals. This role will closely collaborate with Elastic Cloud Partner Managers and the Field teams as well as the cloud partners to drive influenced cloud marketplace revenue. We want upbeat, innovative, and data-driven individuals with a track record of consistent performance. What You Will Be Doing Accelerate and grow cloud marketplace bookings with Azure, AWS and Google Cloud. Identify new and expansion opportunities for marketplaces by introducing and utilizing ISV co-sell benefits and aligning the sales teams for mutual success. Work closely with our sales leadership on developing, tracking, and reporting on account and opportunity progress with their cloud counterparts. Facilitate and run enablement to the field on the benefits of co-sell in our partner programs with each of the hyperscalers. Build and drive critical initiatives for scale with the Partner Sales team to further activate marketplace opportunities with the ecosystem. Develop a prioritization plan for coverage area based on sales and product team inputs. What You Bring Upbeat, self-directed and hard-working business development and partner professional. Experience with selling ISV solutions on Marketplace and ISV Program benefits with one or more of the global hyperscalers. Exposure to and expertise with marketplace private offers and using various funding programs made available by the hyperscalers eg. Proof of Concept or Migration funding. Shown success growing the impact of cloud revenue through co-sell motions with sales teams. Ability to prioritize across a wide territory and handle diverse sets of collaborators. AI mentality: Use New Technologies for performance advantage and deal structuring Understanding of analytics, search, or big data markets / products or ability to learn quickly Willing to travel up to 10% of the time. 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) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. 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