AWS Partner Development Manager - North America

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