Federal Services Partner Manager


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 Services Partner Manager (SPM) Federal on the Services team is responsible for partner oversight management post-sale, including partner success and execution. The key responsibility during the period of growth at Elastic is building out a portfolio of Services partners to deliver Elastic projects on our behalf in a co-delivery format.

The SPM is a close advisor to the Services Delivery Managers (SDM) in the region and collaborates with other members of the partner team for each region as well. While the SPM works with and supports most partner types including Refer, Resale, and Services Provider partners as it pertains to Services Delivery, with a focus on Services/Delivery partners and Resale partners. This position will be responsible for selecting partners with appropriate resources and skills sets to deliver Elastic solutions. A key focus will be to onboard, train, enable and certify these partners as well. 

One should have experience leading multiple partners of varying levels, be highly organized, have strong attention to detail, and be a highly driven self-starter.

What you will be doing:

  • Acquire appropriate Public Sector Services partners and build the required capacity to deliver projects either in a full outsourced manner or in a co-delivery approach
  • Work collaboratively with the SDM, Elastic Partner and Legal teams to efficiently onboard partners. This includes giving partners access to all the tools and systems they need to be successful.
  • Coordinate Training, Certification, and ongoing Education for Services partners.
  • Allocation and outsourcing of Projects to Services partners. This includes selecting the appropriate partner for the project and working with the partner closely to ensure project success.
  • Handling the requisition, contract (SOW), purchase order process, and handling partner invoices received on a monthly basis with Elastic Accounts Payable.
  • Providing project oversight, governance, and standard methodology advice as required.
  • Advocate for the Partner’s needs internally; Handling any customer concerns and issues on projects being delivered by partners.
  • Support ticket issues and management for Services Partner raised support issues.
  • Develop, implement, and supervise Key Performance Indicators for each Services partner.
  • Participate in Partner Quarterly Business Reviews with PDs as required.
  • Performing Partner Performance Reviews (Frequency determined by Partner tier)
  • Referral of project work to appropriate partners when customers request to contract directly with our Services partners.
  • Regular cadences with partner Practise Managers to ensure projects are being delivered on time, within scope, and to a high standard of quality.
  • Processing and approvals of subcontracting partner consulting invoices.
  • Collaborate with Service Delivery leadership and Marketing to develop partner enablement documentation/tools/assets.

What you bring along:

The successful candidate will have a minimum of 5 years of either Federal Partner Manager or Project Manager experience preferably in a software product and industry.

  • Good Public Sector knowledge and eye for business
  • Ability to identify and lead risks and issues
  • Able to independently and prioritize multiple task assignments
  • Strong oral and written communication skills, including presentation skills
  • Strong problem solving and troubleshooting skills with the ability to exercise mature judgment
  • Degree in related field and/or equivalent experience and education

Bonus Points:

  • Shown Understanding of PSA.
  • Elastic Stack Background
  • TS + Clearance (We will Include a Clearance Premium)

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 $103,700 and $142,600, 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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