Channel Representative - Mexico

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