GSI Incubation Lead - East

What is the Role

We are looking for a highly motivated GSI Incubation Lead to join our global partner team at Elastic. This role is responsible for designing, executing, and validating early-stage Global Systems Integrator (GSI) partnership motions, transforming strategic partner interest into repeatable, scalable, and field-ready Go-To-Market models.

This role serves as the link between Strategy and Scale - proving which GSI motions work, creating the operational model for success, and enabling confident long-term handoff to regional sales and partner teams.

What You Will Be Doing

• Identify, design and lead early-stage GSI partnership motions aligned to Elastic's strategic priorities (e.g. GenAI, Security, Observability, Search)


• Drive early pipeline creation and lighthouse opportunities through joint account planning and partner-led execution


• Work closely with Sales, Services, Marketing, Product, Finance, and Legal teams to align incentives, execution models, and success metrics for strategic GSI engagement


• Build and operationalize repeatable GSI playbooks (enablement, account targeting, delivery models) that can be handed off to regional teams for scale


• Establish clear, data-backed criteria to graduate, invest further in, or exit GSI incubation partners

What You Bring

• 10 years + experience in partnerships, alliances, GTM, or services-led sales within enterprise technology


• Proven experience building and scaling GSI or complex partner motions, ideally from early-stage incubation through repeatable execution


• Strong track record of driving partner-influenced pipeline and revenue


• Demonstrated ability to operate in ambiguity and build structure


• Ability to influence senior stakeholders across Sales, Services, Product, Finance, and Legal without direct authority


• Familiarity with analytics, search, security, observability or GenAI platforms strongly preferred


• Willing to travel up to 30% as needed to support partner execution and alignment

#LI-AM2