Distributor Business Development Manager, APJ

As Distributor Business Development Manager, you will own Elastic's distribution relationships and unmanaged Elastic partner strategy with distribution partners across APJ region.

Your main goal is to drive pipeline generation with the help of distributors, enable resellers, and execute co-sell strategies.

Key responsibilities include:

• Distribution Strategy & Business Planning: Manage business plans with distribution partners, set quarterly targets for pipeline and reseller recruitment.
• Distributor and Partner Ecosystem Enablement and Development: Design and deliver technical enablement programs for reseller sales engineers, architects, and pre-sales teams.
• Reseller Ecosystem Development: Identify, recruit, and enable net-new resellers through distribution partners.
• Cross-Functional Collaboration: Partner with Elastic Regional Sales field managers to integrate distribution into account and territory planning.

Requirements:

• 7+ years of channel sales or partner management experience, with at least 3 years focused on distribution.
• Demonstrated track record of driving partner-sourced revenue through distributor-managed reseller ecosystems.
• Proven ability to independently deliver sales pitches and business value proposition to partners.
• Experience building or managing a self-sustaining partner enablement program.
• Hands-on fluency with at least one of the following domains: observability/monitoring, SIEM/security analytics, log management, or enterprise search.