Enterprise Account Executive, Expand Southeast at Elastic · LumiJobs

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 mechanicsExperience with FinOps practices

Required

Cross-Functional Collaboration & Channel Operations
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.

Preferred

Prior experience building on the Elastic Stack beyond basic logging — Elastic ML, ELSER semantic search, vector search, Kibana Canvas, Watcher, or Elastic Security.
Experience with FinOps practices: cloud cost management, LLM API cost attribution, or building cost visibility tooling.
Familiarity with Information Technology managed systems — not necessarily Salesforce or ServiceNow expertise, but an understanding of the domain problems these tools solve.
Experience working in a hypergrowth or post-IPO technology company where engineering rigor and business speed have to coexist.
Experience with LLM integration patterns: RAG pipelines, prompt engineering for enterprise use cases, LLM gateway design, or AI-powered workflow automation.
Contributions to internal developer experience, platform engineering, or engineering productivity tooling.

Enterprise Account Executive, Expand Southeast

Responsibilities

Qualification

Required

Preferred

Benefits

Company

Elastic

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