APJ Distributor Growth & Partner Enablement Lead

Elasticsearch B.V.; Singapore; On-site; SGD 120,000 - 180,000; Full time

Job summary

Elastic is looking for a Distributor Business Development Manager to lead distribution partnerships across APJ. You will align distribution partners with Elastic’s sales plays, enable resellers, and drive co-sell initiatives to grow ARR.

You will connect Elastic sales, partner teams, and distributors, running executive reviews and delivering technical demos. Expect 20–30% travel and intense cross-functional collaboration across APJ.

Qualifications

• 7+ years of channel sales or partner management experience, with distribution focus.
• Proven track record of partner-sourced revenue through distributor ecosystems.
• Ability to pitch to partners, demo products, and co-deliver workshops and training.

Responsibilities

• Develop and execute a distribution GTM playbook aligned to fiscal priorities.
• Build executive relationships with distribution leaders and drive pipeline growth.
• Design and deliver reseller enablement for technical and business tracks.
• Identify, recruit, and enable new resellers through distributors and MDF programs.
• Collaborate with regional sales, marketing, and deal desks to resolve issues.

Skills

Channel sales

Partner management

Distributor relationships

Executive communication

Sales enablement

Salesforce / CRM

Presentation/demos

Travel readiness

Tools

Salesforce CRM

Impartner/PRM

Job description

Elastic is looking for a Distributor Business Development Manager to lead distribution partnerships across APJ. You will align distribution partners with Elastic’s sales plays, enable resellers, and drive co-sell initiatives to grow ARR.

You will connect Elastic sales, partner teams, and distributors, running executive reviews and delivering technical demos. Expect 20–30% travel and intense cross-functional collaboration across APJ.