Director, Partner Programs & Operations


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

The Director, Partner Programs & Operations is a newly created position to bring enhanced planning and execution focus to our global channels business. Reporting into the Elastics’ Business Operations organization, this role will develop, deploy and lead all global channel programs.

The role will build cross-functional relationships and engagement models to ensure that channel partner experiences and processes are addressed with operational priority. As Elastic continues its growth, this role will serve as a catalyst to drive channel business! You will be a strategic partner to executive sales leadership and play a key role in maintaining and improving Elastic’s channels culture through innovative programs that incent our channel sales teams and channel partners for results, enabling us to differentiate Elastic’s channel business.

What you will be doing:

Lead the Channel Programs organization globally responsible for recognizing and motivating our channel partners by:

  • Defining partner route to market categories and associated requirements and benefits
  • Driving our development funds program and other financial incentives such as discounts and opportunity registration programs
  • Creating programs that support channel go to market efforts including accreditations, specializations, competencies, and segmentation
  • Architect pipeline acceleration programs such as Deal Registration, rebates, and other performance-based rewards
  • Conducting research to aid program and other corporate decision making
  • Developing an outstanding partner experience that is engaging for Partners and supports effective interactions and business processes.
  • Leading partner feedback mechanisms, such as advisory councils

Collaborate with cross-functional teams such as Training, Marketing, Services, Support, and IT to define and influence the engagement, resources, and support required to deliver integrated programs and/or benefits within the Partner Program not directly managed by the Channel Programs organization.

On your first day, we'll expect you to have:

  • 15+ years of related channel programs or channel marketing experience.
  • BA/BS degree in Marketing, Business, Finance or equivalent experience preferred. A Master's Degree in Business or Marketing is a plus.
  • Demonstrate exceptional leadership skills with the ability to create and drive vision across organizations.
  • Experience leading the design and effectiveness of the end to end Partner Programs (strategies, frameworks, processes, planning, procedures, and policies)
  • Have fiscal responsibility for program utilization and forecasting.
  • Have managed the organization of a program and supporting teams to deliver against objectives and achieve key results established for your organization.
  • Be highly organized, analytical, data-driven, and experienced at crafting business plans to support program decisions.
  • Understand the financial impact our channel programs have on our channel partners.
  • Foster collaboration between teams to deliver integrated go-to-market campaigns and initiatives needed to achieve results.
  • Establish standards for measuring partner experience, engagement, and satisfaction as measures of commitment
  • Deliver dashboards, reports, and charts to communicate and inform your team on progress and initiatives.

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 $149,300 and $205,300, 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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