Senior Director, Federal Channel & Alliances (R5782)


At Elastic, we see endless possibility in a world of endless data. And we use the power of search to help people and organizations turn that possibility into results. Elastic is the leading platform for search-powered solutions. With solutions in Enterprise Search, Observability, and Security, we help improve customer and employee search experiences, keep critical applications running smoothly, and protect against cyber threats. Elastic enables organizations worldwide to use the power of Elastic, including Netflix, Uber, BBC, Microsoft, and thousands of others.

Elastic was built on a foundation of being free and open, which trickles down to how we work. We’re a distributed organization and have been from the beginning. Being distributed isn’t just a way of doing business—it’s a mentality that is at the core of our culture.

We are looking for a highly motivated Senior Director to join our Federal Channel and Alliance team to recruit, enable and manage partners (Regional SIs, VARs, referral partners, consulting firms) to support business goals and execute partner sales strategies specific to the US Federal market.

What You Will Be Doing:
  • Identify, recruit, enable and manage partners (Regional SIs, VARs, referral partners, consulting firms) to support business goals and to execute partner sales strategies specific to
  • Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement
  • Work closely with our Federal sales teams on development, tracking, and reporting goals and objectives, forecasts, key metrics and definitions of success for each partner account
  • Negotiate and close channel and partnership contracts
  • Create and drive overall channel strategy and prioritization plan for coverage area, including the development of an Elastic Stack practice across priority channel partners
    What You Bring Along:
    • Established relationships with various FSI’s (e.g. Accenture, Boeing, Booz Allen, CACI, General Dynamics, Lockheed, Leidos, ManTech or Raytheon).
    • Energetic, smart, self-directed, and passionate business development and channels professional
    • Experience recruiting, enabling, and leading a network of Federal SI and channel partners.
    • Exposure to and expertise in building channel networks from the ground up
    • Demonstrated success growing the impact of channel results through increased lead growth or bookings growth
    • Experience negotiating channel agreements and designing channel programs
    • Understanding of analytics, search, or big data markets / products or ability to learn quickly
    • Ability to drive strategic technology discussions at multiple levels with partners and customers.
    • Willing to travel up to 30% of the time
      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
      • Double your charitable giving - We match donations 1:1 up to $1500 USD (or local currency equivalent)
      • Up to 40 hours each year to use toward volunteer projects you love.
      • Embracing parenthood with minimum of 16 weeks of parental leave

      The typical starting Total Cash Compensation range for new hires in this role is between $265,200 and $364,800, which consists of a Base Salary or a Base Salary plus a Target Commission, depending on the specific role. The Base Salary offered may vary depending on factors including skills and experience.

      Additionally, this role is currently eligible to participate in Elastic’s equity plan as well as a range of health & wellbeing, retirement savings, and other benefits within a holistic total rewards offering.

      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 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; Equal Employment Opportunity (EEO) Poster; and Employee Polygraph Protection Act (EPPA) Poster.

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