# Channel Representative - Mexico **Company**: Elastic **Location**: Mexico **Work arrangement**: hybrid **Experience**: senior **Job type**: full-time **Category**: Sales **Industry**: Technology **Apply**: https://job-boards.greenhouse.io/elastic/jobs/8079435?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply **Canonical**: https://yubhub.co/jobs/job_6c6fbae2-a98 ## 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 Channels & Alliances Manager on CAT, you are the engine behind the channel motion for Spanish-Speaking LATAM. You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve. You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses. ## Partner-Sourced Pipeline and Territory Strategy - Own partner-sourced pipeline generation and bookings for your assigned territory, in partnership with regional sales leadership. - Build and maintain a territory game plan. Map accounts on a recurring cadence and as new partners are onboarded, attaching an actionable channel play with a clear next step and named owner. - Deliver concise regional channel strategy briefings to sales leadership and hold a routine seat on regional forecast calls. ## Partner Activation and Enablement - Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework. - Drive joint business planning with focus and regional partners. Co-author the joint business plan with solutions architecture leadership, confirm portal access, map target accounts, and lock in a recurring partner cadence. - Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them. ## Deal Execution and Operational Rigor - Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives. - Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status. - Enforce partner attach standards on security opportunities, ensuring an eligible focus security partner is attached before the deal advances. - Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations. ## Measurement and Reporting - Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach. - Monitor customer consumption and opportunity telemetry to surface risk and expansion early. - Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting. ## What You Bring - Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, or data infrastructure. - A track record of generating partner-sourced pipeline and influencing revenue within an assigned territory. - Comfort operating in a CRM daily. Pipeline hygiene, forecasting discipline, and reporting are core to this role, not an afterthought. - Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it. - Strong communication skills. You can brief a sales leader in five minutes without fluff, and write enablement a partner will actually use. - Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions. - Self-directed and outcome-oriented. You ship, measure, and iterate. - Ability to travel 30% to visit partners ## Bonus Points - Experience with resellers, global systems integrators, MSPs, or hyperscaler marketplaces. - Familiarity with Search, Observability, or Security solutions. ## Additional Information - We Take Care of Our People As a distributed company, diversity drives our identity. Whether you’re looking to launch a new career or grow an existing one, Elastic is the type of company where you can balance great work with great life. - 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 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 - channel management - partner management - sales - CRM - MEDDPICC ### Nice to have - Search - Observability - Security solutions - resellers - global systems integrators - MSPs - hyperscaler marketplaces --- Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/elastic/jobs/8079435?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)