Inside Channel Manager, Elastic
€51.4-81.3k
OTE
+ Variable component
Open source platform powering search, observability, security, and more
Open for applications
Open source platform powering search, observability, security, and more
1001+ employees
Open for applications
€51.4-81.3k
OTE
+ Variable component
1001+ employees
Company mission
To help turn endless data possibilities into real results with the power of Search AI.
Role
Who you are
- Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, cybersecurity 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
- Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions
- Self-motivated, energetic, smart, self-directed, and passionate about business development and channel engagement
- Fluent in English (business level)
What the job involves
- We are looking for a highly motivated Partner Manager to join our partner organisation to execute the channel strategy across the {UK&I and Emerging} or {Central and North} regions
- This role is responsible for supporting Elastic’s efforts to build and maintain an ecosystem of partners who support the company’s long-term goals
- The Partner Manager will recruit, enable and support a network of partners in order to drive partner-sourced, influenced, and fulfilled revenue
- We need someone who has the ability to enable established channel organisations, drive campaigns with these partners, act as a conduit between Elastic and Partner sales teams and be the SME for everything Elastic
- We need a highly motivated, assertive, execution focused individual who can establish and deliver a best-in-class channel ecosystem
- Contribute towards partner-sourced pipeline generation and bookings for your assigned territories, in partnership with regional sales leadership and the local Partner Manager
- Negotiate and close partnership contracts
- Build and maintain a territory plan and have an organised, structured approach to your work
- Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework
- Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them
- Engaging with our distributor to drive growth, coverage, and scale
- 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
- Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations
- 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
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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