AWS Partner Development Manager - North America

About Elastic

Elastic, the Search AI Company, enables organizations to find answers in real time using all their data at scale. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, combines the precision of search with the intelligence of AI to accelerate impactful results. Delivering cloud-based solutions across search, security, and observability, Elastic helps enterprises unlock the full potential of AI.

The Role

As a 3X global award-winning AWS partner with deep service integrations, Elastic serves as the context and retrieval layer of choice for enterprise AI on AWS. AMER represents Elastic's largest revenue region across the United States, Canada, and Latin America, featuring a mature AWS Marketplace footprint and high co-sell density.

We are looking for an AWS Alliance Director for AMER (AWS Partner Development Manager) to lead the joint Elastic–AWS go-to-market strategy. In this high-visibility individual contributor leadership role, you will navigate strategic coopetition, direct Marketplace growth, activate co-sell engines, and drive new logo acquisition across North America.

What You Will Be Doing

Strategic Leadership

• Define and execute Elastic's AMER AWS partnership strategy to deliver joint revenue growth.
• Build trusted relationships with AWS and Elastic AMER executive leadership to maintain aligned priorities and sponsorship.
• Serve as an expert resource for Elastic field teams on co-selling with AWS, Marketplace positioning, and strategic deal execution.

Marketplace & Revenue Growth

• Accelerate AWS Marketplace adoption across AMER, spearheading co-sell motions and partner channel activation.
• Lead critical GTM plays including competitive displacement campaigns, cloud migrations, and Elastic's Agentic AI narrative.
• Maximize AWS Strategic Collaboration Agreement (SCA) funding programs, including WMP GTM Fund, PoC Fund, MDF, and MPOPP.

Executive & Field Alignment

• Collaborate with AMER RVPs and AVPs to define target co-sell accounts and drive regional execution.
• Equip account executives and Solutions Architects with Better Together messaging and joint sales plays.
• Represent Elastic at key AWS Summits and industry events, including re:Invent, AI BOX programs, CISO roundtables, and partner hackathons.

Cross-Functional Orchestration

• Align AMER Alliance efforts with global alliance leadership and strategic partner marketing teams.
• Partner with product and SA teams to build vertical value propositions for FSI, Software & Technology, and Public Sector segments.

What You Bring

• AWS-Insider Experience: Prior partner sales experience at AWS strongly preferred, with deep operational understanding of AWS co-sell motions.
• Alliance Leadership: 8+ years managing large-scale cloud/hyperscaler alliances, with demonstrable success in AWS Marketplace and co-sell programs.
• Market Depth: Strong command of enterprise sales dynamics in North America and familiarity across broader AMER regions.
• Executive Presence: Ability to influence, resolve competing priorities, and build trust with senior leadership across organizations.
• Coopetitive Savvy: Proven ability to partner collaboratively while clearly differentiating Elastic's platform.
• Data-Driven Execution: Relentless focus on measurable outcomes: co-sell pipeline, Marketplace volume, and new logo acquisition.

Compensation & Benefits

• Base Salary Range: $129,000 — $204,000 USD
• Target Variable Range: $55,200 — $87,400 USD
• On-Target Earnings (OTE): $184,200 — $291,400 USD (70/30 split)
• Equity: Eligibility to participate in Elastic's corporate stock program
• Retirement: 401(k) with 100% dollar-for-dollar company match up to 6% of eligible earnings
• Health & Wellness: Comprehensive family healthcare coverage
• Time Off & Leave: Generous annual PTO allowance and a minimum of 16 weeks paid parental leave
• Community Impact: Up to $2,000 in matching charitable donations and 40 hours of paid volunteer time per year