Director, Partner Ecosystem & Channel Enablement — Global Public Sector

Elastic
United States, Canada
Workplace: OnsiteFull timeUSD 129,000 - 204,000 annuallyFunction: Government & Public AdministrationExperience: 7+ yearsSkills: ["Executive communication","Stakeholder management","Strategic planning","Partner enablement","Governance","Channel operations"]

Own and grow Elastic’s distribution relationships across Global Public Sector partners in the United States and Canada. Drive partner-led pipeline generation, reseller enablement, co-sell execution, and revenue performance by setting governance for margin policy, rebates, deal registration SLAs, and reseller tiering. Lead technical partner readiness for search, observability, and security, develop cloud marketplace transactional strategies through distribution, and partner with sales, marketing, operations, and Deal Desk to resolve channel conflicts and protect deal execution.

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Elastic
Elastic
1 day ago

Director, Partner Ecosystem & Channel Enablement — Global Public Sector

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Job Summary

Own and grow Elastic’s distribution relationships across Global Public Sector partners in the United States and Canada. Drive partner-led pipeline generation, reseller enablement, co-sell execution, and revenue performance by setting governance for margin policy, rebates, deal registration SLAs, and reseller tiering. Lead technical partner readiness for search, observability, and security, develop cloud marketplace transactional strategies through distribution, and partner with sales, marketing, operations, and Deal Desk to resolve channel conflicts and protect deal execution.
Location: United States, Canada
Workplace: Onsite
Employment Type: Full time
Job Function: Government & Public Administration
Seniority: Director level

Key Responsibilities

  • •Own joint business plans and quarterly pipeline targets with public sector distribution partners across FED, SLED, and AMER Commercial.
  • •Set and maintain rules of engagement with distribution partners, including margin policy, rebate structures, deal registration SLAs, and reseller tier criteria.
  • •Develop and execute a distribution GTM playbook aligned to partner-sourced N&E ARR targets and reseller coverage.
  • •Develop technical enablement for distribution partner readiness (demo environments, lab guides, battlecards, certification tracks) and run quarterly enablement sessions.
  • •Drive cloud marketplace transactional strategy via distribution by aligning AWS Marketplace, Azure Marketplace, and GCP Marketplace motions and tracking transaction KPIs.

Pay and Benefits

Salary: USD 129,000 - 204,000 annually
Equity and Bonus:Equity
Perks:Health Insurance401kParental LeaveVolunteer Time

Key Requirements

  • •7+ years of channel sales or partner management experience, with at least 3 years focused on distribution (e.g., Arrow, Carahsoft, Ingram, TD SYNNEX, or equivalent).
  • •Demonstrated track record driving partner-sourced revenue through distributor-managed reseller ecosystems.
  • •Experience owning or contributing to channel program design such as margin structures, rebate models, deal registration frameworks, or reseller tier criteria.
  • •Deep familiarity with U.S. Public Sector procurement channels and key contract vehicles (GSA Schedule, GWACs, IDIQs) and FED/SLED go-to-market motions.
  • •Proficiency with Salesforce CRM for pipeline management, reporting, and partner attribution workflows.
Experience:7+ yearsPublic sectorChannel salesPartner managementReseller ecosystems
Skills:Executive communicationStakeholder managementStrategic planningPartner enablementGovernanceChannel operations
Languages:English
Tech Stack:Salesforce CRMImpartnerAWS MarketplaceAzure MarketplaceGCP MarketplaceAlliances

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