Senior Partner Manager ANZ

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. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data , securing and protecting private information more effectively , Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

We’re looking for a highly motivated Senior Partner Manager with a strong background developing new client segments in partnership with Value-Added Resellers, Regional System Integrators and modern Distribution partners. This role is critical to driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you!

The Senior Partner Manager’s responsibility is to develop and drive the execution of business plans with a set of focus partners with initiatives that support accelerated GTM, increased investment and new capabilities and offerings to take to market in the South Korean region. Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, partner and technical sales, marketing, legal, and operations.

Responsibilities

• Executive Relationships: Growing trust and influence with senior leadership of our focus partners. Developing 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 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 partners’ strategies and initiatives.
• Strategy: Help shape and evolve Elastic’s partner strategy, while implementing plans and execution.
• Partner Ecosystem: Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, 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 partner ecosystem, strategy & programs.
• Educate: Ensure partners’ stakeholders understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio.

Requirements

• 8 + years in Partner Management roles.
• Extensive external industry network with 8+ years of SaaS based solutions and/or open source technologies.
• Executive presence; executive selling, communication and business development skills.
• Proven performance, personally leading to measurable revenue results through strategic partnerships.
• Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process.
• Strong skills in analysis, organization, and managing projects. Ability to make quick, informed decisions that can lead to smart risks.
• Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization.
• Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment.
• Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act.
• Accountability and a bias for action.
• High energy, great attitude, collaborative approach, and a learning mindset.
• Willingness to travel.

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.