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.
What is The Role:
Elastic is seeking an experienced and visionary Vice President (VP) of Global Systems Integrators to drive the growth of our Search AI business through strategic partnerships with key global system integrators (GSIs). In this role, you will be responsible for building and executing a comprehensive GSI strategy to scale our enterprise business, drive joint go-to-market initiatives, and enable GSIs to deliver transformative solutions powered by Elastic’s cutting-edge search and AI technologies. This high-impact leadership role requires deep expertise in building and nurturing strategic alliances, a strong understanding of enterprise technology sales, and a passion for driving innovation through AI-powered solutions.
What You Will Be Doing:
- Strategic Leadership: Lead the development and execution of the global GSI partnership strategy for Elastic, with a focus on expanding relationships with the world’s leading system integrators to drive enterprise adoption of Elastic’s Search AI solutions.
- Partnership Development: Identify, build, and nurture high-impact relationships with GSIs and their leadership teams globally, ensuring mutual alignment on business objectives, joint go-to-market initiatives, and long-term success.
- Revenue Growth & Enablement: Work closely with Elastic’s sales, marketing, and product teams to drive revenue generation and market penetration through the GSI channel, providing GSIs with the tools, resources, and support necessary to sell and implement Elastic solutions effectively.
- AI & Search Innovation: Leverage Elastic's leadership in search and AI technologies to co-create joint offerings with GSIs that help enterprise customers solve complex challenges and accelerate their digital transformation. This includes promoting the use of Elasticsearch, machine learning, and AI-driven solutions across multiple verticals.
- Go-To-Market Execution: Collaborate with GSIs to define and execute joint go-to-market strategies, including joint solution development, sales enablement, co-branded marketing campaigns, and field engagements.
- Global Coordination: Manage and align global partner teams across regions to ensure a unified and cohesive approach to driving the business with GSIs, ensuring consistent execution and success at the local, regional, and global levels.
- Partner Ecosystem Expansion: Expand the Elastic partner ecosystem by identifying and developing new strategic alliances with key GSIs, technology vendors, and other ecosystem players to enhance Elastic’s position in the enterprise market.
- Metrics & Reporting: Define and track key performance indicators (KPIs) to measure the success of GSI partnerships, including revenue growth, pipeline development, joint solutions adoption, and partner satisfaction. Regularly report on progress to the executive leadership team.
- Cross-Functional Collaboration: Work closely with internal teams, including Sales, Marketing, Product, and Engineering, to align partner strategies with overall company objectives. Ensure effective communication and coordination between Elastic and its partners to drive successful outcomes. Represent the voice of the partner internally, advocating for their needs and ensuring they are met.
- Market Insights & Trends: Stay informed about industry trends, market dynamics, and competitive landscape to inform strategic decisions. Provide thought leadership and insights to internal and external stakeholders on the evolving systems integrator ecosystem.
What You Bring:
- Proven Leadership: At least 15 years of experience in strategic partnerships, business development, or channel management in the enterprise software space, with a strong track record of working with GSIs, consulting firms, and global partners.
- Enterprise Sales Expertise: Strong experience in enterprise sales and the ability to communicate effectively with C-level executives, technical stakeholders, and partner organizations to drive strategic alignment and business growth.
- Global Perspective: Experience managing and driving partnerships at a global scale, with the ability to operate across multiple geographies, cultures, and time zones.
- Executive Presence & Influence: Strong executive presence, with the ability to influence and collaborate effectively across all levels of an organization, including executive leadership, field sales, product teams, and external partners.
- Strong Negotiation & Communication Skills: Exceptional negotiation skills with the ability to structure and manage complex partnerships. Excellent written and verbal communication skills, with the ability to articulate complex technical and business concepts to a wide range of audiences.
- Track Record of Success: Proven success in building and scaling enterprise partnerships that drive significant revenue growth, particularly within the technology or AI space.
Bonus Points:
- Industry Experience: Prior experience in the search, AI, or cloud technology sectors is highly desirable. Experience working with AI-powered solutions and understanding their impact on business transformation is a significant advantage.
- MBA or Advanced Degree: An MBA or other advanced degree in business, technology, or a related field is a plus.
- Multi-Language Proficiency Fluency in multiple languages is a bonus, particularly for global partner engagement in diverse markets.
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. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.
We strive to have parity of benefits across regions, and while regulations differ from place to place, we believe taking care of our people is the right thing to do.
- 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 a minimum of 16 weeks of parental leave
Different people approach problems differently. We need that. Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.
We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co We will reply to your request within 24 business hours of submission.
Applicants have rights under Federal Employment Laws; view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)
Elasticsearch develops and distributes encryption software and technology that is subject to U.S. export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.
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Job Code
#LI-AM2
