Channel Representative - Mexico

About Elastic

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale. Our platform brings together the precision of search and the intelligence of AI to help organizations deliver on the promise of AI.

The Role

As a Channels & Alliances Manager, you are the engine behind the channel motion for Spanish-Speaking LATAM. You will act as the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve, building partner-sourced pipeline and accelerating deal velocity.

Key Responsibilities

Partner-Sourced Pipeline & Strategy

• Own partner-sourced pipeline generation and bookings for your territory.
• Build and maintain a territory game plan, mapping accounts and attaching actionable channel plays (security-first, free-to-paid, or renewal expansion).
• Deliver concise regional channel strategy briefings to sales leadership.

Partner Activation & Enablement

• Manage end-to-end partner onboarding, including application monitoring and onboarding calls.
• Drive joint business planning with focus partners and solutions architecture leadership.
• Equip partners with the assets and plays needed to sell and service Elastic solutions.

Deal Execution & Operational Rigor

• Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions.
• Maintain pipeline hygiene and ensure accurate opportunity status in the CRM.
• Enforce partner attach standards on security opportunities.
• Manage partner deal registrations and appeals.

Measurement & Reporting

• Report on regional channel metrics, including pipeline, revenue, attach rates, and hyperscaler performance.
• Monitor customer consumption and opportunity telemetry to surface risks and expansion opportunities.

What You Bring

• Experience in channel management, alliances, or partner-facing sales within enterprise software, cloud, or data infrastructure.
• Proven track record of generating partner-sourced pipeline.
• Proficiency in CRM management, forecasting, and reporting.
• Working knowledge of structured sales methodologies (e.g., MEDDPICC).
• Strong communication skills with the ability to brief leadership and create effective enablement content.
• Ability to work cross-functionally to remove transaction friction.
• Ability to travel 30% to visit partners.

Benefits

• Competitive pay based on role and impact.
• Health coverage for you and your family.
• Flexible locations and schedules.
• Generous annual vacation time.
• Financial donation matching and volunteer time off.
• Minimum 16 weeks of parental leave.