Director, Partner Ecosystem & Channel Enablement — Global Public Sector - Elastic

About the Role

Elastic is seeking a Director, Partner Ecosystem & Channel Governance to own and grow our distribution relationships and long-tail partner strategy across the U.S. and Canadian Public Sector. This is a strategic governance role focused on distribution-led pipeline generation, reseller enablement, and co-sell execution.

As the connective tissue between Elastic’s Global Public Sector (GPS) sales teams and strategic distributors, you will define the rules of engagement, including margin policy, rebate terms, and deal registration SLAs.

Key Responsibilities

Distribution Strategy & Governance

• Own joint business plans with public sector distribution partners.
• Define quarterly pipeline targets, reseller recruitment goals, and segment-level priorities (FED, SLED, AMER Commercial).
• Establish rules of engagement, including margin policy, back-end rebates, and MDF allocation.
• Build executive-level relationships (VP/SVP) with distribution leadership.

Canada Distribution Strategy

• Develop a discrete GTM strategy for the Canadian market, mapping the VAR landscape and aligning with provincial SLED procurement requirements.

Cloud Marketplace Transactional Strategy

• Execute a cloud marketplace transactional strategy (AWS, Azure, GCP) through distribution.
• Partner with cloud alliance teams to ensure proper attribution and incentivization for marketplace-eligible deals.

Technical Enablement & Readiness

• Build enablement infrastructure, including demo environments, lab guides, and certification tracks for Search, Observability, and Security solutions.
• Orchestrate quarterly distributor enablement sessions.

Reseller Ecosystem Development

• Recruit and enable net-new resellers; manage reseller tiering and program alignment.
• Drive reseller activation through demand generation and MDF utilization.

Cross-Functional Collaboration

• Partner with GPS sales managers to integrate distribution into territory planning.
• Collaborate with Marketing to deploy partner-funded demand generation campaigns.
• Resolve channel conflicts and pricing disputes in coordination with the Deal Desk.

What You Bring

• 7+ years of channel sales or partner management experience, with at least 3 years focused on distribution (e.g., Arrow, Carahsoft, Ingram, TD SYNNEX).
• Proven track record of driving partner-sourced revenue.
• Experience in channel program design (margin structures, rebate models, deal registration).
• Deep familiarity with U.S. Public Sector procurement (GSA, GWACs, IDIQs).
• Proficiency in Salesforce CRM.
• Excellent executive communication and presentation skills.

Benefits

• Competitive base salary plus variable component (70/30 pay mix).
• Participation in Elastic's stock program.
• Company-matched 401k (up to 6%).
• Flexible work schedules and locations.
• Generous vacation policy and parental leave.
• Matching program for financial donations and volunteer time.