Partner Manager - Channel Acceleration Team

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 {UK&I and Emerging}  or {Central and North} regions. This role is responsible for supporting Elastic’s efforts to build and maintain an ecosystem of partners who support 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:

• Contribute towards partner-sourced pipeline generation and bookings for your assigned territories, in partnership with regional sales leadership and the local Partner Manager.


• Negotiate and close partnership contracts.


• Build and maintain a territory plan and have an organised, structured approach to your work.


• Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework.


• Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them.


• Engaging with our distributor to drive growth, coverage, and scale


• Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives.


• Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status.


• Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations.


• Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach.


• Monitor customer consumption and opportunity telemetry to surface risk and expansion early.


• Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting.

What you Bring:

• Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, cybersecurity or data infrastructure.


• A track record of generating partner-sourced pipeline and influencing revenue within an assigned territory.


• Comfort operating in a CRM daily. Pipeline hygiene, forecasting discipline, and reporting are core to this role, not an afterthought.


• Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it.


• Strong communication skills.


• Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions.


• Self-motivated, energetic, smart, self-directed, and passionate about business development and channel engagement


• Fluent in English (business level)