Global Vice President of Partner Sales, Elastic
Open source platform powering search, observability, security, and more
Be an early applicant
Open source platform powering search, observability, security, and more
1001+ employees
Be an early applicant
1001+ employees
Company mission
To help turn endless data possibilities into real results with the power of Search AI.
Role
Who you are
- 15+ years of experience in enterprise technology, with significant leadership in partner sales or alliances
- Proven track record of building and scaling global partner ecosystems that drive measurable revenue impact
- Deep experience with GSIs, hyperscalers (e.g., AWS, Microsoft, Google), and enterprise channel models
- Strong executive presence with the ability to influence both internal and external stakeholders
- Demonstrated success in complex, matrixed organizations with global scope
- Expertise in co-sell motions, marketplace strategies, and solution-based selling
What the job involves
- The Global Vice President of Partner Sales is responsible for defining and executing the worldwide partner strategy to accelerate revenue growth, expand market reach, and deepen ecosystem alignment
- This executive leads a high-performing global organization spanning strategic partnerships with Hyperscalers, GSI and Service Providers, Technology Partners, Resellers, Distribution and Managed Services
- The role is central to scaling sourced bookings, co-sell, co-build, and co-market motions that drive customer adoption of Elastic’s solutions
- Global Partner Strategy & Execution:
- Define and operationalize a comprehensive global partner strategy aligned to corporate growth objectives and CRO agenda
- Build scalable programs that drive partner-sourced and partner-impacted revenue across all regions
- Establish clear segmentation across GSIs, hyperscalers, ISVs, and regional partners to maximize impact
- Integrate and operationalize all partner motions throughout the Elastic Sales Process and Cycle
- Revenue Growth & Co-Sell Leadership:
- Own global partner bookings targets, including sourced, impacted (ACV), and marketplace-driven sales
- Drive tight alignment with field sales to ensure consistent co-sell execution and pipeline generation
- Expand joint go-to-market motions with key strategic partners, including integrated solutions and industry offerings
- Drive for partner self-sufficiency in selling and services Elastic technology driven projects and programs
- Strategic Alliances & Ecosystem Development:
- Cultivate executive-level relationships with top global partners (e.g., GSIs, cloud providers, and technology alliances)
- Identify and incubate new partnership opportunities that extend Elastic’s platform capabilities and market reach
- Lead joint business planning and long-term investment strategies with priority partners
- Organization Leadership & Scale:
- Build, lead, and mentor a global team of partner sales leaders across regions (Americas, USPS, EMEA, APJ)
- Foster a high-performance, inclusive culture focused on accountability, collaboration, and innovation
- Align incentives, KPIs, and operating rhythms to drive consistency and predictability at scale
- Program Development & Operations:
- Evolve partner programs, enablement frameworks, and certification models to support growth and differentiation
- Partner closely with marketing to deliver impactful co-marketing campaigns and demand generation initiatives
- Leverage data and analytics to measure partner performance, optimize investments, and inform strategy
Our take
Organizations are dealing with exploding data volumes increasingly sophisticated cyber threats, and the growing expectation tha ttechnology should help act on problems, not just report them. Ai is moving from experimentation into real operations, especially in security and observability where speed and context are critical. So now, both enterprises and governments are looking for simpler, shared platforms that sale easily and reduce complexity rather than add to it.
And Elastic sits at the intersection of these needs with its Search AI Platform that helps organizations turn large amounts of structured and unstructured data into clear insights and actiontions across search, security, and observability. Elastic's strength lies in its open, flexible approach, which breaks down data silos and provides a context people and AI systems need to make daster, better decisions. The goal is straightforward: help teams see what's happening, understand it quickly, and respond confidently.
Recently, the company worked with CISA to deliver a unified, cloud-based SIEM for US federal agencies, this highlights strong trust in Elastic's security and scalability. Alongside this, its AWS Agentic AI Specialization also reflects leadership in making autonomous AI system practical and reliable. Together, these milestones position Elastic well for the future, as organizations increasingly rely on shared platforms and intelligent systems to manage ris, complexity, and growth.
Freddie
Company Specialist at Welcome to the Jungle
Insights
8% employee growth in 12 months
Company
Funding (last 2 of 4 rounds)
Jul 2016
$58m
SERIES D
Jun 2014
$70m
SERIES C
Total funding: $162m
Company benefits
- Toast to your health: Fully paid health coverage for you and your family, in many locations.
- Craft your calendar: Flexible location and schedule for most roles.
- Create space for you: Distributed by design workforce, plus generous number of vacation days each year.
- Embrace parenthood: Minimum of 16 weeks of parental leave, plus generous family formation benefits.
- Give back your time: 40 hours each year to use toward volunteering with organizations and causes you’re passionate about.
- Amplify your impact: Double your charitable giving — we match donations up to $1500 USD (or local currency equivalent).
Company HQ
Union Square, San Francisco, CA
Leadership
Ashutosh Kulkarni
(CEO)Ashutosh joined Elastic in 2021 as CPO, becoming CEO in 2022. Prior to this, he was an EVP and CPO of Enterprise at McAfee, a Senior VP and GM of Web Performance and Web Security at Akamai Technologies, and a Senior VP and GM of Informatica Cloud at Informatica.
Shay Banon
(Co-Founder & CTO)Shay co-founded Elastic in 2012 and has served as the CTO since.
Navam Welihinda
(CFO)Prior to joining Elastic in 2025, Navam was the CFO at Grammarly. He also spent nearly 8 years at HashiCorp as VP of Finance and CFO and was the Head of Finance, Compose at IBM for 1 year.
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