Marketplace Sales Specialist - EMEA (Azure, AWS & Google Cloud)

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: 

Elastic, the Search Analytics company, is seeking a dynamic and highly motivated Marketplace Sales Specialist to join our Partner Sales organization to accelerate Elastic's cloud marketplace business across EMEA. To excel as a Marketplace Sales Specialist at Elastic, you need a blend of high-level technical curiosity and the gravitas of a value-based sales specialist. Because Elastic isn't just a "product" but a versatile search, observability, and security platform, the role requires moving beyond simple transactions to solving complex data problems.

As a Marketplace Sales Specialist, you will drive co-sell activities with the global cloud partners who are highly strategic to the company’s long-term goals. This role will closely collaborate with Elastic Cloud Partner Managers and the Field teams as well as the cloud partners to drive influenced cloud marketplace revenue. We want upbeat, innovative, and data-driven individuals with a track record of consistent performance.

What You Will Be Doing

• Accelerate and grow cloud marketplace bookings with Azure, AWS and Google Cloud.


• Identify new and expansion opportunities for marketplaces by introducing and utilizing ISV co-sell benefits and aligning the sales teams for mutual success.


• Work closely with our sales leadership on developing, tracking, and reporting on account and opportunity progress with their cloud counterparts.


• Facilitate and run enablement to the field on the benefits of co-sell in our partner programs with each of the hyperscalers.


• Build and drive critical initiatives for scale with the Partner Sales team to further activate marketplace opportunities with the ecosystem.


• Develop a prioritization plan for coverage area based on sales and product team inputs.

What You Bring

• Upbeat, self-directed and hard-working business development and partner professional.


• Experience with selling ISV solutions on Marketplace and ISV Program benefits with one or more of the global hyperscalers.


• Exposure to and expertise with marketplace private offers and using various funding programs made available by the hyperscalers eg. Proof of Concept or Migration funding.


• Shown success growing the impact of cloud revenue through co-sell motions with sales teams.


• Ability to prioritize across a wide territory and handle diverse sets of collaborators.


• AI mentality: Use New Technologies for performance advantage and deal structuring


• Understanding of analytics, search, or big data markets / products or ability to learn quickly


• Willing to travel up to 10% of the time.