Description
The Global Vice President of Partner Sales is responsible for defining and executing the worldwide partner strategy to accelerate revenue growth, expand market reach, and deepen ecosystem alignment. This executive leads a high-performing global organization spanning strategic partnerships with Hyperscalers, GSI and Service Providers, Technology Partners, Resellers, Distribution and Managed Services.
The role is central to scaling sourced bookings, co-sell, co-build, and co-market motions that drive customer adoption of Elastic’s solutions.
Key responsibilities include:
- Defining and operationalizing a comprehensive global partner strategy aligned to corporate growth objectives and CRO agenda.
- Building scalable programs that drive partner-sourced and partner-impacted revenue across all regions.
- Establishing clear segmentation across GSIs, hyperscalers, ISVs, and regional partners to maximize impact.
- Integrating and operationalizing all partner motions throughout the Elastic Sales Process and Cycle.
Revenue Growth & Co-Sell Leadership
- Owning global partner bookings targets, including sourced, impacted (ACV), and marketplace-driven sales.
- Driving tight alignment with field sales to ensure consistent co-sell execution and pipeline generation.
- Expanding joint go-to-market motions with key strategic partners, including integrated solutions and industry offerings.
- Driving for partner self-sufficiency in selling and services Elastic technology driven projects and programs.
Strategic Alliances & Ecosystem Development
- Cultivating executive-level relationships with top global partners (e.g., GSIs, cloud providers, and technology alliances).
- Identifying and incubating new partnership opportunities that extend Elastic’s platform capabilities and market reach.
- Leading joint business planning and long-term investment strategies with priority partners.
Organization Leadership & Scale
- Building, leading, and mentoring a global team of partner sales leaders across regions (Americas, USPS, EMEA, APJ).
- Fostering a high-performance, inclusive culture focused on accountability, collaboration, and innovation.
- Aligning incentives, KPIs, and operating rhythms to drive consistency and predictability at scale.
Program Development & Operations
- Evolving partner programs, enablement frameworks, and certification models to support growth and differentiation.
- Partnering closely with marketing to deliver impactful co-marketing campaigns and demand generation initiatives.
- Leveraging data and analytics to measure partner performance, optimize investments, and inform strategy.
We are seeking a seasoned executive with a proven track record of building and scaling global partner ecosystems that drive measurable revenue impact.