AWS Alliance Director — EMEA - Elastic

About the Role

Elastic is seeking a driven, regionally expert AWS Alliance Director for EMEA to lead the execution of our joint go-to-market strategy. This high-visibility leadership role requires executive presence, deep AWS ecosystem knowledge, and the operational discipline to drive revenue growth across the region.

Key Responsibilities

Strategic Leadership

• Define and drive the EMEA AWS partnership strategy, navigating coopetitive dynamics to deliver joint revenue growth.
• Build trusted relationships with AWS and Elastic EMEA senior leadership.
• Serve as a subject matter expert for Elastic field teams on co-selling, marketplace value, and strategic deal execution.

Marketplace & Revenue Growth

• Accelerate AWS Marketplace adoption across EMEA, driving co-sell motions and partner channel activation.
• Lead GTM initiatives, including competitive displacement campaigns, cloud migration motions, and Agentic AI narratives.
• Manage AWS SCA funding mechanisms (WMP GTM Fund, PoC Fund, MDF, MPOPP) to fuel field and marketing activities.

Executive & Field Alignment

• Partner with EMEA RVPs and AVPs to define priority co-sell accounts and drive regional execution.
• Equip field sellers and SAs with 'Better Together' messaging and competitive positioning.
• Represent Elastic at priority AWS Summits, CISO roundtables, and partner hackathons.

Cross-Functional Orchestration

• Align EMEA strategy with the Global AWS Alliance leader.
• Collaborate with marketing teams to launch joint campaigns.
• Work with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector.

What You Bring

• AWS-Insider Advantage: Prior experience at AWS in partner sales is strongly preferred.
• Proven Alliance Leadership: 12+ years of experience in technology partnerships, specifically with large-scale cloud or hyperscaler alliances.
• EMEA Market Depth: Experience operating across diverse sub-regions (UKI, DACH, Benelux, France, Nordics, Middle East).
• Executive Presence: Ability to build trust, simplify complexity, and command credibility at the executive level.
• Strategic & Hands-On: Equally comfortable shaping business plans and activating regional sales plays.
• Data-Driven: Focused on measurable outcomes like co-sell pipeline, Marketplace growth, and new logo acquisition.

Benefits

• Competitive pay based on role and impact.
• Health coverage for you and your family.
• Flexible locations and schedules.
• Generous annual vacation allowance.
• Charitable donation matching (up to $2,000) and volunteer time off (up to 40 hours).
• Minimum of 16 weeks of parental leave.