Sr. Channel Partner - FSI (R5893)


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 Channel and Alliance Manager to join our Public Sector organization. This role is responsible for supporting Elastic’s efforts to build an elite ecosystem of partners who are highly strategic to the company’s long-term goals!

The Role: Federal System Integrator Partner Development Executive

We are looking for our next team member to drive adoption of Elastic technologies into Federal System Integrator program initiatives and sell through opportunities. To understand the top public sector initiatives and programs that drive the greatest return on investment and to build on their existing contacts within the Federal SI community and the partners that serve that community. To demonstrate solution selling strategies to build confidence in Elastic with the end goal of joint Go To Market solutions.

  • Identify, recruit, enable and lead Systems Integrators to support business goals and to implement partner sales strategies specific to each vertical
  • Drive consistent and predictable channel bookings through joint business planning and ongoing channel enablement
  • Work closely with our direct sales teams on development, tracking, and reporting goals and objectives, forecasts, and definitions of success for each partner account
  • Negotiate and close channel and partnership contracts
  • Build and drive go to market strategy and prioritization plan for named systems integrators, including the development of an Elastic Stack practice across named SIs

The Person:

  • Solid understanding of the Federal System Integrator Cycle and Programs
  • Proven success working with FSIs in a business development capacity
  • Demonstrated track record winning multimillion dollar large Federal Government programs

Key Responsibilities:

  • Build & maintain relationships within FSI Accounts; Understand the FSI business model and sales cycle; Establish relationships with the business development and program teams within the System Integrators; Be the voice and face of Elastic in the Systems Integrator community, building awareness, acceptance and adoption of Elastic based partner solutions through regular engagement. Understand the key existing programs in the Federal market and the System Integrators who hold the contracts; Develop relationships with SI program leadership
  • Build & nurture Partner relationships within the route to the Fed SI customer– Understanding the nuances and paths required to build trust in those who deliver solutions to the FSI community. Grow Elastic share, educating through compelling presentations and joint sales activities. Establishing understanding of Elastic value propositions and confidence to offer solutions that demonstrate Elastic based technology
  • Drive Adoption of Elastic based solutions during Program Capture Phase - Push program focused value propositions; Arrange demonstrations and deep dives; Negotiate positions on System Integrator teams; Ensure SIs are receiving sufficient and accurate proposal & technical support; Help SIs win program business

Preferred Experience:

  • 10+ years' experience in IT Sales and Business Development roles with public sector IT technology vendors
  • Software sales success within the Federal System Integrator customer base
  • Strong expertise in crafting, executing on, and driving solutions selling and product marketing for cloud services
  • Proven track record of developing and take action on go to market approaches, providing guidance on relevant marketing programs and FSI specific value propositions

Academic Credentials:

  • Technical or Business undergraduate degree preferred
  • Location: United States, anywhere near a major US airport hub
  • Willing to travel up to 30% of the time

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.

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 $184,200 and $253,400, 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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