Partner Development Manager, Elastic
AMER, AWS
$184.2-291.4k
OTE
$129-204k
BASE
This role is currently eligible to participate in Elastic's stock program
Open source platform powering search, observability, security, and more
Job no longer available
Open source platform powering search, observability, security, and more
1001+ employees
Job no longer available
$184.2-291.4k
OTE
$129-204k
BASE
This role is currently eligible to participate in Elastic's stock program
1001+ employees
Company mission
To help turn endless data possibilities into real results with the power of Search AI.
Role
Who you are
- 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
What the job involves
- 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
- 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
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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