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GSI Incubation Lead - East

icon building Company : Elastic
icon briefcase Job Type : Full Time

Number of Applicants

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Job Description - 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

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