Vice President, Global Channels and Partner Ecosystem

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Elastic is a search company built on a free and open heritage. Anyone can use Elastic products and solutions to get started quickly and frictionlessly. Elastic offers three solutions for enterprise search, observability, and security, built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real time and at scale. Thousands of organizations worldwide, including Cisco, eBay, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe and is publicly traded on the NYSE under the symbol ESTC. Learn more at elastic.co.

The Vice President, Global Channels and Partner Ecosystem is responsible for indirect go to market strategy, operations, and sales revenue globally and across geographic regions. All partner-based routes to market are in scope, including, VARs, OEMs, Global Systems Integrators, Cloud Service Providers, Online Marketplaces and Technology Alliance Partners. The VP will drive strategy and execution of programs to grow the partner network and is responsible for pipeline and revenue creation across all channels as well as supporting operational programs. The VP is encouraged to own the global partner team, and collaborate with the sales team, marketing team, customer success team, and partner training/enablement team to build a fully integrated channel partner strategy and ecosystem. This role is an executive level role that is a high impact, quota carrying sales management position that plays an integral role in the success of the overall field team and company.

What you will be doing:

  • Improve playbook/processes to successfully recruit, grow & scale valuable partnerships globally with a focus on partners that can manager on-prem/perpetual sales as well as cloud/subscription sales
  • Develop partner capabilities and knowledge on products and features
  • Identify required new features and functionality and help prioritize development with product group
  • Measured by critical metrics around partnership quality and numbers
  • Lead programs to improve growth of partner originated and influenced revenue from across all channel partners
  • Work directly with marketing team to develop channel marketing program, including enhanced partner website portal, partner product certification and training, collateral, etc.

What you bring with you:

  • 10+ years leading a global multi-channel indirect sales organization (scale of $300M+)
  • Large (+1B) and mid-size company experience
  • Previous success achieving revenue responsibility of $500 million or greater
  • History of refining sales methodologies to indirect channel partners with specific experience in all pillars including SI, OEM, Cloud Partners and Technology Partners.
  • Recruiting/onboarding of new channel /alliance partners & optimizing performance of existing channel/alliance partners.
  • Selling SaaS software in the security or IT infrastructure
  • Establishing a process for regular reporting on sales performance, funnel conversion, and forecasted growth
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 up to $1500 (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 $309,000 and $425,000, 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 committed to diversity as well as inclusion. We are an equal opportunity employer and committed to the principles of affirmative action. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, or disability status or any other basis protected by federal, state or local law, ordinance or regulation. If you require any reasonable accessibility support, please complete our Candidate Accessibility Request Form.

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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