Inside Channel & Alliances Representative, Elastic

• Federal Civilian Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, 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. You can brief a sales leader in five minutes without fluff, and write an enablement plan a partner will actually use
• Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions
• Self-directed and outcome-oriented. You ship, measure, and iterate

Desirable

• As a Channels & Alliances Manager on CAT, you own the channel motion for the Federal Civilian team. You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve
• You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses
• Partner-Sourced Pipeline and Territory Strategy:
• Own partner-sourced pipeline generation and bookings for your assigned territory, in partnership with regional sales leadership
• Build and maintain a territory game plan. Map accounts on a recurring cadence and as new partners are onboarded, attaching an actionable channel play (security-first attach, free-to-paid conversion, or renewal expansion) with a clear next step and named owner
• Deliver concise, fluff-free regional channel strategy briefings to sales leadership and hold a routine seat on regional forecast calls
• Partner Activation and Enablement:
• Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework
• Drive joint business planning with focus and regional partners. Co-author the joint business plan with solutions architecture leadership, confirm portal access, map target accounts, and lock in a recurring partner cadence
• Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them
• Deal Execution and Operational Rigor:
• 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
• Enforce partner attach standards on security opportunities, ensuring an eligible focus security partner is attached before the deal advances
• Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations
• Measurement and Reporting:
• 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