APJ Distributor & Partner Ecosystem Lead

Elastic; Singapore; Hybrid; SGD 180,000 - 280,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Generous vacation

Donation match

Volunteer hours

Parental leave

Job summary

Elastic is seeking a Distributor Business Development Manager to lead distribution relationships across APJ. The role partners with Elastic sales, partner teams, and distributors to drive pipeline, enable resellers, and execute co-sell strategies.

You will conduct executive reviews and run distributor enablement programs, workshops, and product demos. The candidate should have strong partner sales acumen, regional experience, and a proven track record growing business with distributors.

Qualifications

• 7+ years of channel sales or partner management experience, with distribution focus.
• ],

Responsibilities

• Manage plans with distribution partners; set quarterly pipeline targets and recruit resellers.
• Build executive relationships with distribution teams; drive growth with Elastic Field Sales and distributors.
• Develop and execute a distribution GTM playbook aligned to fiscal priorities.
• Track distributor performance using KPIs, including ARR and deal registrations.
• Deliver technical enablement programs for reseller sales engineers and pre-sales teams.
• Drive reseller activation and MDF-driven campaigns with distributors.
• Collaborate with regional sales, marketing, and strategy for campaigns.
• Escalate distributor-facing conflicts and pricing disputes with leadership.

Skills

Channel sales

Distributor management

Partner enablement

Salesforce CRM

Executive communication

Travel readiness

Co-sell programs

Partner-driven revenue

Education

Bachelor's degree

Tools

Salesforce CRM

Impartner

Sales tools

Job description

Elastic is seeking a Distributor Business Development Manager to lead distribution relationships across APJ. The role partners with Elastic sales, partner teams, and distributors to drive pipeline, enable resellers, and execute co-sell strategies.

You will conduct executive reviews and run distributor enablement programs, workshops, and product demos. The candidate should have strong partner sales acumen, regional experience, and a proven track record growing business with distributors.