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[Remote] Director, Partner Ecosystem & Channel Enablement — Global Public Sector
Note: The job is a remote job and is open to candidates in USA. Elastic is the Search AI Company, providing cloud-based solutions for search, security, and observability that help organizations use structured and unstructured data in real time. The Director, Partner Ecosystem & Channel Enablement — Global Public Sector will own distribution relationships and reseller strategy across public sector markets in the United States and Canada, driving partner-sourced revenue, governance, enablement, cloud marketplace execution, and channel performance.
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. Position quarterly business reviews as executive governance sessions — agenda setting, scorecard presentation, and strategic realignment — distinct from tactical cadence management
- 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
- Build relationships with Canadian distribution leadership and identify net-new reseller recruitment opportunities specific to the Canadian Public Sector and commercial market
- Ensure Canada-specific contract vehicles, provincial procurement channels, and compliance requirements are reflected in joint business plans and GTM execution
- 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
- Partner with Elastic's cloud alliances teams (AWS, Azure, GCP) to ensure marketplace-eligible deals sourced through distribution are properly attributed and incentivized
- Track marketplace transaction volume through distribution as a separate KPI, and develop playbooks for expanding marketplace-led procurement across FED and SLED segments
- 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
- Orchestrate quarterly distributor enablement sessions featuring technical tracks for AI search and SIEM alongside business reviews and incentive updates
- Accelerate reseller certification rates through tight coordination with distribution and proactive reporting in collaboration with the Elastic Partner Enablement organization
- Support distributor-led sales cycles by delivering technical product demonstrations when additional pre-sales resources are required through the distribution channel
- Identify, recruit, and enable net-new resellers through public sector distribution partners; own reseller tiering decisions and partner program alignment
- Drive reseller activation through demand generation programs, MDF utilization, and joint marketing motions coordinated through distribution
- Collaborate with Elastic's Partner Enablement team to ensure resellers achieve required certifications and training completion milestones
- Maintain a healthy, active reseller pipeline across AMER Commercial and U.S. Public Sector (FED and SLED)
- Partner with sales managers (RVPs, ASMs) and partner managers across GPS to integrate distribution into account and territory planning
- Work with Global Public Sector Operations & Strategy on distributor discount structures, incentive programs, and data integrity within Salesforce/Impartner. Set quoting policy; tactical quoting execution remains with the distributor
- Collaborate with Elastic's Marketing team to develop and deploy partner-funded demand generation campaigns through public sector distribution partners
- Escalate and resolve distributor-facing channel conflicts, pricing disputes, and deal registration exceptions in coordination with Global Public Sector leadership and Deal Desk
Skills
- * 7+ years of channel sales or partner management experience, with at least 3 years focused on distribution (Arrow, Carahsoft, Ingram, TD SYNNEX, or equivalent)
- * Demonstrated track record of driving partner-sourced revenue through distributor-managed reseller ecosystems
- * Demonstrated experience owning or contributing to channel program design: margin structures, rebate models, deal registration frameworks, or reseller tier criteria
- * Deep familiarity with U.S. Public Sector procurement channels, key contract vehicles (GSA Schedule, GWACs, IDIQs), and FED/SLED go-to-market motions
- * Experience managing complex, multi-stakeholder distributor relationships across sales, marketing, and executive functions — including VP/SVP-level engagement
- * Strong command of channel mechanics: deal registration, margin stacking, MDF management, reseller tiering, and co-sell program execution
- * Proficiency in Salesforce CRM for pipeline management, reporting, and partner attribution workflows
- * Excellent executive communication skills — written, verbal, and presentation
- * Experience with Elastic, Splunk, Datadog, CrowdStrike, or another enterprise infrastructure/security/observability vendor
- * Familiarity with partner program platforms (Impartner, Alliances, Salesforce PRM) and co-sell tools (Tackle/Clazar, WorkSpan)
- * Demonstrated experience developing and executing a cloud marketplace transactional strategy through distribution (AWS MP, Azure MP, GCP MP)
- * Canada market experience: VAR landscape, provincial SLED procurement, and Canadian distributor relationships
- * Prior experience supporting partner attribution framework rollouts or channel operations transformations
Benefits
- This role is currently eligible to participate in Elastic's stock program.
- A company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings.
- 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
- 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
- Minimum of 16 weeks of parental leave
Company Overview
