Elastic Director, Partner Ecosystem & Channel Enablement at Elastic responsible for managing distribution relationships and partner strategy across Global Public Sector. Owns pipeline generation, reseller enablement, and revenue performance.
Responsibilities
Distribution Strategy & Partner Program Governance
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.
Canada Distribution Strategy
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.
Cloud Marketplace Transactional Strategy
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.
Qualification
Partner with sales managers (RVPsDeep familiarity with UExperience managing complexStrong command of channel mechanics
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.
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.
