Inside Channel & Alliances Representative - National Security

The Role

As a Channels & Alliances Manager on the CAT team, you will own the channel motion for the National Security team. You will serve as the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve, building partner-sourced pipeline and accelerating deal velocity.

What You Will Be Doing

Partner-Sourced Pipeline and Territory Strategy

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

Partner Activation and Enablement

• Manage inbound partner onboarding end-to-end.
• Drive joint business planning with focus and regional partners, including mapping target accounts and establishing a recurring cadence.
• Equip partners with the enablement, assets, and plays needed to sell, build, and service with Elastic.

Deal Execution and Operational Rigor

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

Measurement and Reporting

• Report on regional channel metrics including partner-sourced revenue, attach rates, and hyperscaler performance.
• Monitor customer consumption and opportunity telemetry to surface risk and expansion early.

What You Bring

• National Security experience in channel/partner management or partner-facing sales within enterprise software, cloud, or data infrastructure.
• Proven track record of generating partner-sourced pipeline.
• Proficiency in CRM management, pipeline hygiene, and forecasting.
• Working knowledge of structured sales methodologies (e.g., MEDDPICC).
• Strong communication skills and the ability to work cross-functionally.
• Self-directed, outcome-oriented mindset.

Bonus Points

• Experience with resellers, GSIs, MSPs, or hyperscaler marketplaces (AWS, Azure, Google Cloud).
• Familiarity with Search, Observability, or Security solutions.
• Experience with PRM platforms and CRM-based reporting.
• Working knowledge of Government (Federal and State/Local) procurement processes.