Channel Partnerships Lead — Enterprise Growth

Elasticsearch B.V.; United States; On-site; USD 90,000 - 142,000; Full time

Benefits offered by this job

Health coverage

Flexible locations & schedules

Generous vacation days

Volunteer time

Parental leave

Job summary

Elastic, the Search AI Company, seeks a Channels & Alliances Manager for the East Enterprise Region. You own the channel motion between Elastic sellers, our partner ecosystem, and the customers they serve, building partner-sourced pipeline, accelerating deal velocity, and turning partner strategy into repeatable plays the field actually uses.

You will onboard and enable partners end to end, drive joint business planning, equip teams with assets, and manage deal registrations with rigour.

Qualifications

• Experience in channel or partner management, alliances, or partner-facing sales within enterprise software/cloud/data infrastructure.
• Track record of generating partner-sourced pipeline and influencing revenue in a defined territory.
• Comfort using a CRM daily; pipeline hygiene, forecasting, and reporting are core to the role.
• Familiarity with MEDDPICC or structured sales methodologies and coaching partners through them.
• Strong communication skills; ability to brief leadership succinctly and write enablement that partners will use.
• Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction in partner transactions.
• Self-directed, outcome-oriented and committed to shipping, measuring, and iterating.

Responsibilities

• Own partner-sourced pipeline generation and bookings for your territory in partnership with regional sales leadership.
• Develop territory game plans, map accounts, and attach actionable channel plays with clear owners.
• Onboard partners end to end; run onboarding calls and framework; enable partners with assets and plays.
• Co-author joint business plans with leadership; manage portal access and target accounts; establish recurring cadence.
• Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions; ensure accurate deal status.
• Maintain pipeline hygiene and enforce partner attach standards on security opportunities; manage registrations end to end.
• Report on regional channel metrics, surface risk and opportunities, and tell the story behind the numbers.

Skills

Channel management

Alliance partnerships

Enterprise software

MEDDPICC

CRM & forecasting

Cross-functional collaboration

Communication

Job description

Elastic, the Search AI Company, seeks a Channels & Alliances Manager for the East Enterprise Region. You own the channel motion between Elastic sellers, our partner ecosystem, and the customers they serve, building partner-sourced pipeline, accelerating deal velocity, and turning partner strategy into repeatable plays the field actually uses.

You will onboard and enable partners end to end, drive joint business planning, equip teams with assets, and manage deal registrations with rigour.