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 The Director, Partner Ecosystem & Channel Governance is responsible for owning and growing Elastic's distribution relationships and long tail partner strategy across key Global Public Sector distribution partners in the United States and Canada. This role is the primary point of accountability for distribution-led pipeline generation, reseller enablement, co-sell execution, and revenue performance across Public Sector segments — including Federal, SLED, and International.. The successful candidate will serve as the connective tissue between Elastic's Global Public Sector sales teams, partner teams, and strategic distributors — driving partner-sourced new and expansion ARR through a managed reseller ecosystem. This role requires a candidate with strong technical capabilities, as driving deep technical alignment and enablement of distribution and distributor led partners will be key to success. Critically, this role owns the rules of engagement between Elastic and its distribution partners: setting margin policy, back-end rebate terms, deal registration SLAs, and reseller tier criteria in partnership with GPS Operations. This is a strategic governance role, not a tactical execution role. WHAT YOU WILL BE DOING 1. Distribution Strategy & Partner Program Governance * Own joint business plans with public sector distribution partners; define quarterly pipeline targets, reseller recruitment goals, and segment-level priorities across FED, SLED, and AMER Commercial. * Set and maintain the rules of engagement between Elastic and its distribution partners — including margin policy, back-end rebate structures, deal registration SLAs, reseller tier criteria, and MDF allocation thresholds — in partnership with GPS Operations & Strategy. * Build and maintain executive-level relationships at the VP/SVP level with distribution leadership, partner and segment sales teams at key public sector distribution partners. Position quarterly business reviews as executive governance sessions — agenda setting, scorecard presentation, and strategic realignment — distinct from tactical cadence management. * Develop and execute a distribution GTM playbook aligned to Elastic's FY partner-sourced N&E ARR targets and reseller coverage model. * Partner with Global Public Sector Operations to track distributor performance against KPIs including partner-sourced ARR, deal registration volume, pipeline coverage ratio, and reseller activation rates. 1. Canada Distribution Strategy * Own Canada distribution strategy as a discrete workstream: map the Canadian VAR landscape, align to provincial SLED procurement requirements, and develop a distributor coverage model for the CA market. * Build relationships with Canadian distribution leadership and identify net-new reseller recruitment opportunities specific to the Canadian Public Sector and commercial market. * Ensure Canada-specific contract vehicles, provincial procurement channels, and compliance requirements are reflected in joint business plans and GTM execution. 1. Cloud Marketplace Transactional Strategy * Develop and execute a cloud marketplace transactional strategy through distribution, aligning AWS Marketplace, Azure Marketplace, and GCP Marketplace vehicles with distributor co-sell motions and reseller procurement preferences. * Partner with Elastic's cloud alliances teams (AWS, Azure, GCP) to ensure marketplace-eligible deals sourced through distribution are properly attributed and incentivized. * Track marketplace transaction volume through distribution as a separate KPI, and develop playbooks for expanding marketplace-led procurement across FED and SLED segments. 1. Technical Enablement & Distribution Partner Readiness * Build the enablement infrastructure for distribution partner technical readiness — including demo environments, lab guides, battlecards, and certification tracks specific to Search, Observability, and Security solutions. * Orchestrate quarterly distributor enablement sessions featuring technical tracks for AI search and SIEM alongside business reviews and incentive updates. * Accelerate reseller certification rates through tight coordination with distribution and proactive reporting in collaboration with the Elastic Partner Enablement organization. * Support distributor-led sales cycles by delivering technical product demonstrations when additional pre-sales resources are required through the distribution channel. 1. Reseller Ecosystem Development * Identify, recruit, and enable net-new resellers through public sector distribution partners; own reseller tiering decisions and partner program alignment. * Drive reseller activation through demand generation programs, MDF utilization, and joint marketing motions coordinated through distribution. * Collaborate with Elastic's Partner Enablement team to ensure resellers achieve required certifications and training completion milestones. * Maintain a healthy, active reseller pipeline across AMER Commercial and U.S. Public Sector (FED and SLED). 1. Cross-Functional Collaboration & Channel Operations * Partner with sales managers (RVPs, ASMs) and partner managers across GPS to integrate distribution into account and territory planning. * Work with Global Public Sector Operations & Strategy on distributor discount structures, incentive programs, and data integrity within Salesforce/Impartner. Set quoting policy; tactical quoting execution remains with the distributor. * Collaborate with Elastic's Marketing team to develop and deploy partner-funded demand generation campaigns through public sector distribution partners. * Escalate and resolve distributor-facing channel conflicts, pricing disputes, and deal registration exceptions in coordination with Global Public Sector leadership and Deal Desk. WHAT YOU BRING * 7+ years of channel sales or partner management experience, with at least 3 years focused on distribution (Arrow, Carahsoft, Ingram, TD SYNNEX, or equivalent). * Demonstrated track record of driving partner-sourced revenue through distributor-managed reseller ecosystems. * Demonstrated experience owning or contributing to channel program design: margin structures, rebate models, deal registration frameworks, or reseller tier criteria. * Deep familiarity with U.S. Public Sector procurement channels, key contract vehicles (GSA Schedule, GWACs, IDIQs), and FED/SLED go-to-market motions. * Experience managing complex, multi-stakeholder distributor relationships across sales, marketing, and executive functions — including VP/SVP-level engagement. * Strong command of channel mechanics: deal registration, margin stacking, MDF management, reseller tiering, and co-sell program execution. * Proficiency in Salesforce CRM for pipeline management, reporting, and partner attribution workflows. * Excellent executive communication skills — written, verbal, and presentation. BONUS POINTS * Experience with Elastic, Splunk, Datadog, CrowdStrike, or another enterprise infrastructure/security/observability vendor. * Familiarity with partner program platforms (Impartner, Alliances, Salesforce PRM) and co-sell tools (Tackle/Clazar, WorkSpan). * Demonstrated experience developing and executing a cloud marketplace transactional strategy through distribution (AWS MP, Azure MP, GCP MP). * Canada market experience: VAR landscape, provincial SLED procurement, and Canadian distributor relationships. * Prior experience supporting partner attribution framework rollouts or channel operations transformations. Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable). The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future. An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs. Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being. The typical starting salary range for this role is: $129,000—$204,000 USD The typical starting Target Variable range for this role is: $55,200—$87,400 USD The typical starting On-Target Earnings (OTE) range for this role is: $184,200—$291,400 USD 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 employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. 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 [email protected]. We will reply to your request within 24 business hours of submission. Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster) Elasticsearch develops and distributes technology and information that is subject to U.S. and other countries’ 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, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). 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. 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Director, Partner Ecosystem & Channel Enablement — Global Public Sector

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