Director, Global Partner Ecosystem & Channel Enablement

Elastic; United States; Hybrid; USD 129,000 - 204,000; Full time

Benefits offered by this job

Health coverage

Flexible locations

Vacation days

Volunteer time

Parental leave

Job summary

Elastic is seeking a Director of Partner Ecosystem & Channel Governance to lead distribution strategy and partner programs across US, Canada, and global public sector segments. You will own reseller enablement, co-sell motions, and revenue performance with GPS Operations, shaping governance and incentive structures.

You will drive marketplace alignment, distributor performance, and executive-level partnerships, building a scalable, partner-led growth engine for FED, SLED, and AMER Commercial

Qualifications

• 7+ years of channel sales or partner management experience.
• Experience with distribution channels and reseller ecosystems.
• Ability to design and govern channel programs (margins, rebates, tiering).
• Strong knowledge of U.S. Public Sector procurement (GSA, GWACs).
• Proficiency in Salesforce CRM and partner attribution workflows.
• Excellent executive communication and presentation skills.

Responsibilities

• Develop and govern Distribution Strategy and Partner Programs.
• Define quarterly targets and reseller recruitment across FED, SLED, and AMER.
• Set rules of engagement with distribution partners (margin, rebates, SLAs).
• Build executive relationships with VP/SVP level partners and segment sales teams.
• Create a GTM playbook for partner-sourced ARR and coverage models.
• Track KPIs like ARR, deal registrations, and MDF usage.
• Manage Canada distribution strategy and province procurement alignment.
• Collaborate on cloud marketplace strategies with AWS/Azure/GCP partners.
• Coordinate with GPS Operations to optimize distributor incentives and discounts.
• Improve distributor enablement with technical demos and training.

Skills

Channel sales

Partner management

Distributor experience

Executive engagement

Salesforce CRM

Communication

Tools

Impartner

Salesforce PRM

Job description

Elastic is seeking a Director of Partner Ecosystem & Channel Governance to lead distribution strategy and partner programs across US, Canada, and global public sector segments. You will own reseller enablement, co-sell motions, and revenue performance with GPS Operations, shaping governance and incentive structures.

You will drive marketplace alignment, distributor performance, and executive-level partnerships, building a scalable, partner-led growth engine for FED, SLED, and AMER Commercial