Inside Channel Manager

Elastic; Barcelona; Presencial; EUR 75.000 - 119.000; Jornada completa

Ventajas ofrecidas por este puesto de trabajo

Health coverage

Flexible schedules

Vacation days

Donation matching

Volunteer hours

Parental leave

Descripción de la vacante

Elastic is hiring a Partner Manager to drive the channel strategy across UK&I/Emerging or Central & North regions. You will recruit, enable and support a partner network to drive partner-sourced, influenced and fulfilled revenue.

The role requires building a strong ecosystem, negotiating contracts, and enabling partners to sell Elastic solutions. You will work with regional sales leadership, distributors, and partner teams to grow pipeline, maintain quality, and orchestrate end-to-end

Formación

• Experience in channel or partner management within enterprise software, cloud, cybersecurity or data infrastructure.
• Track record of generating partner-sourced pipeline and influencing revenue within an assigned territory.
• Comfort operating in a CRM daily; pipeline hygiene, forecasting and reporting are core to this role.
• Knowledge of MEDDPICC and ability to coach partners through it.
• Strong communication skills and cross-functional collaboration.
• Self-motivated, energetic and passionate about channel engagement.
• Fluent in English (business level).

Responsabilidades

• Generate partner-sourced pipeline and bookings for assigned territories, in partnership with regional sales leadership and local Partner Manager.
• Negotiate and close partnership contracts.
• Build and maintain a territory plan with an organized, structured approach to work.
• Own inbound partner onboarding end to end: monitor onboarding queue, run calls, execute onboarding framework.
• Equip partners with enablement, assets and plays to sell, build and service with Elastic.
• Engage with distributor to drive growth, coverage and scale.
• Build, quality-check and submit quotes across reseller, distributor, MSP and hyperscaler motions with the correct programs and incentives.
• Maintain pipeline hygiene: resolve duplicates, keep deal notes current, ensure accurate opportunity status.
• Manage partner deal registrations end to end, including appeals on declined or disputed registrations.
• Report on regional channel metrics: partner-sourced pipeline and revenue, attach rate, average deal size, hyperscaler attach.
• Monitor customer consumption and surface risk and expansion early.
• Tell the story behind the numbers: momentum, gaps, and adjustments.

Conocimientos

Channel management

Partner sales

CRM discipline

MEDDPICC

Communication

Cross-functional teamwork

English

Herramientas

CRM

Descripción del empleo

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:

We are looking for a highly motivated Partner Manager to join our partner organisation to execute the channel strategy across the {UK&I and Emerging} or {Central and North} regions. This role is responsible for supporting Elastic’s efforts to build and maintain an ecosystem of partners who support the company’s long-term goals. The Partner Manager will recruit, enable and support a network of partners in order to drive partner-sourced, influenced, and fulfilled revenue. We need someone who has the ability to enable established channel organisations, drive campaigns with these partners, act as a conduit between Elastic and Partner sales teams and be the SME for everything Elastic. We need a highly motivated, assertive, execution focused individual who can establish and deliver a best-in-class channel ecosystem.

What You Will Be Doing:

• Contribute towards partner-sourced pipeline generation and bookings for your assigned territories, in partnership with regional sales leadership and the local Partner Manager.
• Negotiate and close partnership contracts.
• Build and maintain a territory plan and have an organised, structured approach to your work.
• Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework.
• Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them.
• Engaging with our distributor to drive growth, coverage, and scale
• Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives.
• Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status.
• Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations.
• Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach.
• Monitor customer consumption and opportunity telemetry to surface risk and expansion early.
• Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting.

What you Bring:

• Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, cybersecurity or data infrastructure.
• A track record of generating partner-sourced pipeline and influencing revenue within an assigned territory.
• Comfort operating in a CRM daily. Pipeline hygiene, forecasting discipline, and reporting are core to this role, not an afterthought.
• Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it.
• Strong communication skills.
• Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions.
• Self-motivated, energetic, smart, self-directed, and passionate about business development and channel engagement
• Fluent in English (business level)

Compensation for this role is in the form of base salary plus a variable component.

At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets.

The final compensation offered within the applicable range will be determined based on several objective factors, including relevant professional experience, level of skills and expertise, alignment with the role requirements, and the overall scope and complexity of the position.

The typical starting On-Target Earnings range (Base Salary + Variable) for this role is:

€75.400 — €119.300 EUR

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 [e-mail]. 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)

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