Director, Global Channel & Partner Ecosystem

Elasticsearch B.V.; Northern (KY); Hybrid; USD 129,000 - 204,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Vacation days

Charity donation match

Volunteer hours

Parental leave

Job summary

Elastic, the Search AI Company, is seeking a Director, Partner Ecosystem & Channel Governance to lead distribution partnerships across the US and Canada. You will drive pipeline, enable resellers, and govern margins and SLAs while coordinating with GPS teams and cloud marketplaces.

The role emphasizes strategic governance over tactical execution, requiring deep partner experience and executive-level collaboration with distributors and GPS leadership.

Qualifications

• 7+ years of channel sales or partner management experience.
• Minimum 3 years focused on distribution.
• Proven track record of partner-sourced revenue with distributors.
• Experience owning or contributing to channel program design.
• Strong understanding of FED/SLED procurement channels.
• Excellent executive communication and relationship skills.

Responsibilities

• Own joint business plans with public sector distribution partners; define pipeline targets and reseller recruitment goals.
• Set rules of engagement with distribution partners: margin policy and deal registration SLAs.
• Maintain executive relationships with VP/SVP level at key partners and conduct quarterly reviews.
• Develop and execute a distribution GTM playbook aligned to GPS targets.
• Track distributor KPIs including ARR, deal volume, and reseller activation.
• Build Canada distribution strategy and align procurement requirements.
• Collaborate with cloud marketplace teams to align marketplaces with distributor motions.
• Coordinate with GPS Operations to manage discount structures and MDF usage.
• Identify, recruit, and enable net-new resellers through public sector partners.
• Ensure reseller certifications and training milestones are met.

Skills

Channel sales

Partner management

Distribution

Executive engagement

Sales forecasting

Salesforce

Tools

Impartner

Salesforce PRM

Job description

Elastic, the Search AI Company, is seeking a Director, Partner Ecosystem & Channel Governance to lead distribution partnerships across the US and Canada. You will drive pipeline, enable resellers, and govern margins and SLAs while coordinating with GPS teams and cloud marketplaces.

The role emphasizes strategic governance over tactical execution, requiring deep partner experience and executive-level collaboration with distributors and GPS leadership.