AWS Alliance Director — EMEA

Elastic
United Kingdom
Workplace: OnsiteFull timeFunction: DevOps, Cloud & InfrastructureSkills: ["Executive presence","Stakeholder management","Strategic thinking","Emotional intelligence","Data-driven decision-making"]

Lead the execution of the joint Elastic–AWS go-to-market strategy across EMEA. Own AWS Marketplace growth, co-sell engine activation, new logo acquisition, channel development, and geo expansion by partnering with AWS EMEA leadership and coordinating internal stakeholders. Drive key GTM initiatives (e.g., competitive displacement, cloud migration motions, and Agentic AI narrative), manage SCA funding mechanisms, and align field teams with Better Together messaging and joint sales plays.

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FursaFursa
Elastic
Elastic
11 hours ago

AWS Alliance Director — EMEA

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Source: Company careers pageValidated by: Fursa AI
Last checked: 6 hours agoStatus: Live
Reposted: similar role first listed 1 week ago

Job Summary

Lead the execution of the joint Elastic–AWS go-to-market strategy across EMEA. Own AWS Marketplace growth, co-sell engine activation, new logo acquisition, channel development, and geo expansion by partnering with AWS EMEA leadership and coordinating internal stakeholders. Drive key GTM initiatives (e.g., competitive displacement, cloud migration motions, and Agentic AI narrative), manage SCA funding mechanisms, and align field teams with Better Together messaging and joint sales plays.
Location: United Kingdom
Workplace: Onsite
Employment Type: Full time
Job Function: DevOps, Cloud & Infrastructure
Seniority: Director level

Key Responsibilities

  • •Define and drive the EMEA AWS partnership strategy and navigate coopetitive dynamics to deliver joint revenue growth.
  • •Accelerate AWS Marketplace adoption across EMEA, driving co-sell motions, Marketplace transactions, and partner channel activation.
  • •Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and an Agentic AI narrative with AWS field teams.
  • •Manage AWS SCA funding mechanisms (WMP GTM Fund, PoC Fund, MDF, and MPOPP) to fuel field and marketing activities.
  • •Align and orchestrate cross-functional execution with AWS and Elastic leadership, equipping field teams with Better Together messaging and coordinating joint campaigns and events.

Pay and Benefits

Perks:Health InsuranceParental Leave

Key Requirements

  • •12+ years of experience in technology partnerships, including large-scale cloud/hyperscaler alliances and AWS Marketplace and co-sell programs.
  • •Prior experience at AWS in partner sales, with knowledge of how co-sell decisions are made and how to build relationships to move deals forward.
  • •Demonstrated expertise operating across EMEA sub-regions (e.g., UKI, DACH, Benelux, France, Nordics, Middle East) with understanding of commercial and regulatory nuances.
  • •Exceptional executive presence and influence to build trust with senior stakeholders on both sides of the partnership.
  • •Ability to translate strategy into measurable outcomes across co-sell pipeline, Marketplace growth, new logo wins, and partner activation.
Experience:Technology partnershipsCloudAWSHyperscalerAWS MarketplaceCo-sell
Skills:Executive presenceStakeholder managementStrategic thinkingEmotional intelligenceData-driven decision-making
Languages:English
Tech Stack:AWSAWS Marketplace

Company Brief

Elastic
Builds the Elastic Stack (Elasticsearch, Kibana, Beats, Logstash) and provides search, observability, and security solutions that enable organizations to search, analyze, and protect data in real time across applications, infrastructure, and enterprises.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Public Company
Valuation: Public Company (Market Cap in USD)
Funding: IPO / Publicly Listed
Headquarters: Amsterdam, Netherlands
Founded: 2012
WebsiteLinkedIn