Partner Development Manager - AMER - AWS

What is The Role:

Elastic is transforming the industry and works closely with Cloud Service Providers in this mission. The Partner Development Manager is responsible for helping lead this charge with responsibility for driving the strategic development and management of our Strategic Alliance with AWS in the Americas.

Do you have experience managing sophisticated, strategic cloud partnerships? Are you passionate about applying the power of search to a variety of diverse use cases? If so, we'd love to hear from you!

What You Will Be Doing:

• Developing and executing a comprehensive partner strategy for AWS across the Americas.


• Driving and managing joint pipeline generation and co-selling motions with AWS and Elastic field teams to meet and exceed AWS Marketplace revenue targets.


• Enabling AWS sales teams (account executives, solution architects, specialists) on Elastic’s value proposition and joint solutions


• Taking joint Elastic-AWS sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Elastic field sales teams.


• Building positive relationships with key stakeholders within AWS's partner organization, sales leadership, and technical teams.


• Conducting a regular communication cadence and business reviews between Elastic and AWS.


• Representing Elastic at AWS events and conferences.


• Collaborating internally with our global partner team, sales, marketing, and technical teams to ensure alignment and support for AWS initiatives.


• Using AWS Marketplace and other AWS programs to drive awareness and adoption of our solutions with Elastic sales teams.


• Leading and educating Elastic field sellers on effective co-selling with AWS..


• Regularly track, analyze, and report on key partner performance metrics, identifying areas for optimization and growth.

What You Bring:

• 8+ years of experience in partner development, alliance management, or channel sales within the software/SaaS industry


• Proven track record of driving significant revenue growth through cloud partnerships, ideally with AWS


• Deep understanding of the AWS ecosystem, including its products, sales motions, partner programs and incentives


• Strong relationship-building, negotiation, and communication skills


• Ability to work independently and as part of a cross-functional team


• Excellent presentation skills and ability to articulate complex technical and business concepts


• Effective collaboration skills across cross-functional teams, including sales, alliances, marketing, legal, and operations


• Strong tolerance for ambiguity; able to focus and execute in a changing environment


• Strong drive and character qualities that match our company Source Code and inspire others

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