About the company
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.
Responsibilities
- Own joint business plans with public sector distribution partners; define quarterly pipeline targets, reseller recruitment goals, and segment-level priorities across FED, SLED, and AMER Commercial.
- Set and maintain the rules of engagement between Elastic and its distribution partners — including margin policy, back-end rebate structures, deal registration SLAs, reseller tier criteria, and MDF allocation thresholds — in partnership with GPS Operations & Strategy.
- Build and maintain executive-level relationships at the VP/SVP level with distribution leadership, partner and segment sales teams at key public sector distribution partners.
- Develop and execute a distribution GTM playbook aligned to Elastic's FY partner-sourced N&E ARR targets and reseller coverage model.
- Partner with Global Public Sector Operations to track distributor performance against KPIs including partner-sourced ARR, deal registration volume, pipeline coverage ratio, and reseller activation rates.
- Own Canada distribution strategy as a discrete workstream: map the Canadian VAR landscape, align to provincial SLED procurement requirements, and develop a distributor coverage model for the CA market.
- Develop and execute a cloud marketplace transactional strategy through distribution, aligning AWS Marketplace, Azure Marketplace, and GCP Marketplace vehicles with distributor co-sell motions and reseller procurement preferences.
- Build the enablement infrastructure for distribution partner technical readiness — including demo environments, lab guides, battlecards, and certification tracks specific to Search, Observability, and Security solutions.
- Identify, recruit, and enable net-new resellers through public sector distribution partners; own reseller tiering decisions and partner program alignment.
Requirements
- Strong technical capabilities, as driving deep technical alignment and enablement of distribution and distributor led partners will be key to success.
- Experience in partner ecosystem and channel governance, distribution strategy, and reseller development.
- Ability to set margin policy, back-end rebate terms, deal registration SLAs, and reseller tier criteria.
- Experience with cloud marketplaces (AWS, Azure, GCP) and co-sell motions.
- Executive-level relationship building and management.
Conditions
- This is a strategic governance role, not a tactical execution role.