# AWS Partner Development Manager - North America

**Company**: Elastic
**Location**: United States
**Experience**: senior
**Job type**: full-time
**Salary**: $129,000-$204,000 USD
**Category**: Sales
**Industry**: Technology

**Apply**: https://job-boards.greenhouse.io/elastic/jobs/8211919?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_5920cf62-19a

## Description

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale , unleashing the potential of businesses and people.

As a 3X global award-winning partner of AWS with deep integrations across AWS services and a growing ecosystem of connectors, Elastic is positioned as the context and retrieval layer of choice for enterprise AI on AWS.

We are seeking a driven, expert AWS Alliance Director for AMER to lead execution of the joint Elastic–AWS go-to-market strategy across the region.

## Responsibilities

### Strategic Leadership

- Define and drive Elastic's AMER AWS partnership strategy, navigating the coopetitive dynamics of the relationship to deliver joint revenue growth and expand Elastic's presence in the AWS ecosystem.

- Build trusted relationships with AWS and Elastic AMER senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum.

- Be known as a highly effective and knowledgeable resource for Elastic field teams on co-selling with AWS, value of Marketplace, and strategic deal execution.

### Marketplace & Revenue Growth

- Accelerate AWS Marketplace adoption across AMER, driving co-sell motions, Marketplace transactions, and partner channel activation.

- Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams.

- Manage and maximize AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities.

### Executive & Field Alignment

- Partner closely with AMER RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution.

- Equip AMER field sellers and SAs with Better Together messaging, competitive positioning, and joint sales plays.

- Represent Elastic at priority AWS Summits and joint events including re:Invent, AI BOX programs, CISO roundtables, and partner hackathons.

### Cross-Functional Orchestration

- Align and partner with the Global AWS Alliance leader to integrate the AMER Alliance strategy with the existing global strategy.

- Work with the Global AWS Marketing Manager and AMER Partner Marketing Manager to launch joint campaigns.

- Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector.

## Requirements

- AWS-Insider Advantage: Prior experience at AWS in partner sales is strongly preferred.

- Proven Alliance Leadership: 8+ years of experience in technology partnerships, with a track record of managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programs.

- AMER Market Depth: Demonstrated experience operating across AMER's diverse markets, with strong command of enterprise sales dynamics in the United States and familiarity with Canada and Latin America.

- Executive Presence & Influence: Exceptional ability to build trust with senior stakeholders on both sides of the partnership.

- High Emotional Intelligence: You build relationships across organizational and cultural boundaries, listen actively, resolve conflict constructively, and bring cross-functional teams together without formal authority.

- Strategic & Hands-On: Equally comfortable shaping a joint business plan with an executive team and rolling up your sleeves to activate a regional sales play in the field.

- Competitive Mentality: Skilled at navigating a coopetitive landscape , forming close partnerships with AWS while clearly differentiating Elastic when it matters.

- Data-Driven: Focused on measurable outcomes: co-sell pipeline, Marketplace growth, new logo wins, and partner activation.

## Benefits

- Competitive pay based on the work you do here and not your previous salary

- Health coverage for you and your family in many locations

- Ability to craft your calendar with flexible locations and schedules for many roles

- Generous number of vacation days each year

- Increase your impact

- We match up to $2000 (or local currency equivalent) for financial donations and service

- Up to 40 hours each year to use toward volunteer projects you love

- Embracing parenthood with minimum of 16 weeks of parental leave

## Skills

### Required
- AWS
- partner sales
- cloud
- hyperscaler alliances
- AWS Marketplace
- co-sell programs

### Nice to have
- Prior experience at AWS in partner sales

---

Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/elastic/jobs/8211919?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)