Partner Manager - CEE

Referral Board; Town of Poland (NY); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Health coverage

Flexible schedules

Generous vacation days

Donation matching

Volunteer hours

Parental leave

Job summary

Elastic seeks a highly motivated Partner Manager to join our partner organization to execute the channel strategy across the Central and Eastern European market. You will recruit, enable, and support a network of partners to drive partner sourced, influenced, and fulfilled revenue.

As part of Elastic, you will work with distributors and direct sales to build a best-in-class channel ecosystem, negotiate contracts, and travel regularly to ensure growth and coverage across the region.

Qualifications

• Minimum 5 years recruiting, enabling and managing channel partners with direct involvement.
• Experience building channel partnerships from the ground up.
• Initiative, energy and ability to drive partner-led growth.

Responsibilities

• Identify, recruit, enable and manage key channel partners to support business goals.
• Drive consistent channel bookings through joint business planning and enablement.
• Collaborate with direct sales to form an indirect strategy.
• Manage distributor partnerships to drive growth and coverage.
• Negotiate and close partnership contracts.
• Develop channel strategy and prioritisation for CEE and Elastic Stack practice.

Skills

Channel recruitment

Partner management

Sales enablement

Negotiation

Strategic planning

Travel willingness

Industry knowledge (security/observab/

Job description

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What is The Role:

We are looking for a highly motivated Partner Manager to join our partner organisation to execute the channel strategy across the Central and Eastern European market. This role is responsible for supporting Elastic’s efforts to build and maintain an elite ecosystem of partners who are highly strategic to the company’s long-term goals. The Partner Manager, will recruit, enable, and support a network of partners in order to drive partner sourced, influenced, and fulfilled revenue. We need someone who has the ability to enable established channel organisations, drive campaigns with these partners, act as a conduit between Elastic and Partner sales teams and be the SME for everything Elastic. We need a highly motivated, assertive, execution focused individual who can establish and deliver a best in class channel ecosystem.

What You Will Be Doing:

• Identifying, recruiting, enabling and managing key channel partners to support business goals and to execute partner sales strategies.
• Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement.
• Work closely with our direct sales teams and leaders to form a coherent indirect strategy.
• Responsible for managing the partnership with our distributor to drive growth, coverage, and scale
• Negotiate and close partnership contracts.
• Create and drive overall channel strategy and prioritisation plan for CEE, including the development of an Elastic Stack practice across priority channel partners.

What You Bring Along:

• At least 5 years past experience in recruiting, enabling and managing channel partners with direct personal involvement.
• Exposure to and expertise in building channel partners from the ground up.
• Self motivated, energetic, smart, self-directed, and passionate about business development and channel engagement
• Demonstrated success growing partners through increased lead generation and pipeline growth
• Experience negotiating channel agreements
• Understanding and experience of security, observability, GenAI, search, or big data markets / products
• Willing to travel regularly

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Compensation for this role is in the form of base salary plus a variable component.

At Elastic, our compensation philosophy aims to provide fair, competitive and transparent remuneration. Salary ranges are established based on a combination of external market benchmarks, internal pay equity considerations, and the responsibilities and complexity associated with each role. This approach helps ensure consistency across comparable roles while remaining competitive within the relevant labour markets.

The typical starting On-Target Earnings range (Base Salary + Variable) for this role is:

Additional Information - We Take Care of Our People

As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

We strive to have parity of benefits across regions and while regulations differ from place to place, we believe taking care of our people is the right thing to do.

• Competitive pay based on the work you do here and not your previous salary
• Health coverage for you and your family in many locations
• Ability to craft your calendar with flexible locations and schedules for many roles
• Generous number of vacation days each year
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email [e-mail] We will reply to your request within 24 business hours of submission.

Elasticsearch develops and distributes encryption software and technology that is subject to U.S. export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic ("DNR"), and the Luhansk People’s Republic ("LNR"). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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