Director, Global Channel & Partner Enablement

Elastic; Mountain View (CA); On-site; USD 129,000 - 204,000; Full time

Benefits offered by this job

Competitive pay

Health coverage

Flexible locations & schedules

Generous vacation days

Donation matching

Volunteer hours

Parental leave

Job summary

Elastic, the Search AI Company, is seeking a Director, Partner Ecosystem & Channel Governance in the United States to own distribution relationships and drive partner-led ARR across GPS segments. You will align with global sales, partner teams, and distributors to enable reseller ecosystems and manage engagement rules, margins, and MDF policies.

The role emphasizes governance over tactical execution, with a focus on building executive relationships and developing a comprehensive GTM playbook for

Qualifications

• 7+ years of channel sales or partner management experience.
• Proven track record driving partner-sourced revenue through distributor ecosystems.
• Experience designing channel programs: margins, rebates, deal registration, or reseller tiers.
• Strong knowledge of U.S. Public Sector procurement channels (GSA, GWACs, IDIQs).

Responsibilities

• Own joint business plans with public sector distribution partners and set pipeline targets.
• Define rules of engagement and margin structures with GPS Operations.
• Build executive relationships with distribution leadership and conduct quarterly business reviews.
• Develop a distribution GTM playbook aligned to FY targets.
• Track KPIs like partner-sourced ARR, deal registrations, and reseller activation rates.
• Collaborate with GPS Operations to align incentives and quotas.

Skills

Channel sales

Partner management

Executive communication

Salesforce CRM

Impartner / PRM

Deal registration

MDF management

Tools

Impartner/PRM tools

Salesforce PRM

Tackle/Clazar

WorkSpan

Alliances platforms

Job description

Elastic, the Search AI Company, is seeking a Director, Partner Ecosystem & Channel Governance in the United States to own distribution relationships and drive partner-led ARR across GPS segments. You will align with global sales, partner teams, and distributors to enable reseller ecosystems and manage engagement rules, margins, and MDF policies.

The role emphasizes governance over tactical execution, with a focus on building executive relationships and developing a comprehensive GTM playbook for