Senior Partner Sales Manager (Hyperscalers & GSIs)

at  Elastic

Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.
The Senior Partner Sales Manager will be responsible for developing and managing Elastic’s business with our strategic Cloud Partners AWS, Google and Microsoft and Global System Integrator (GSI) partners. Cloud adoption continues to be Elastic’s priority growth strategy, as is our strategic relationship with GSIs looking to build both consulting and MSP offerings to take to market. This is a new, high-visibility role leading the way.
The Senior Partner Sales Manager’s responsibility is to develop and drive the execution of revenue-focused programs and initiatives across the Australia and New Zealand region.
Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.

• Executive Relationships. Growing trust and influence with Senior Leadership of our strategic Cloud Partners and GSIs. Develop joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the ANZ region.
• Sales Management. Working with internal and external Field Sales Teams to take joint sales plays, programs and industry solutions to specific market segments for execution.
• Market Development. Work with the specified GSIs and Cloud Partners’ Business Development, Marketing, and Solution Architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market.
• Business Cadence. Execute, manage and deliver ANZ pipeline and revenue growth cadence tied to the specified GSI & Cloud Partners’ strategies and initiatives
• Strategy. Help shape and evolve Elastic’s Cloud and Partner Strategy, while implementing plans and execution in the ANZ region.
• Alliances. Drive execution in concert with the local ecosystem resources; working in tight collaboration with Alliance functions leading SIs, VARs, MSPs, Distributors and Technology Partnerships.
• Communication. High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic’s Cloud Partners, strategy & programs.
• Educate. Ensure Partners’ staff understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio.