Alliances Manager, National Security

Elastic, the Search AI Company, enables everyone to find the answers they need in real time, using all their data, at scale — unleashing the potential of businesses and people. The Elastic Search AI Platform, used by more than 50% of the Fortune 500, brings together the precision of search and the intelligence of AI to enable everyone to accelerate the results that matter. By taking advantage of all structured and unstructured data — securing and protecting private information more effectively — Elastic’s complete, cloud-based solutions for search, security, and observability help organizations deliver on the promise of AI.

What is The Role:

We are looking for a highly motivated Alliances Manager to join our Intelligence team within the Elastic Public Sector account. 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 Alliances Manager will build, enable, and support a network of partners in order to recognise partner sourced, influenced, and fulfilled revenue, and personally drive the execution of the strategy within the Intelligence community. We need someone who has the ability to both identify new partners and solidify our current partner relationships, to ensure they are successfully leveraging Elastic and its solutions across Observability, Search, and Security solutions across Cloud and on-premise within their organisations.

This role will work closely with the wider Intelligence team to understand the need and advocate the best use of Elastic to help the customer on their digital transformation journey, to ultimately delight our end users.

What You Will Be Doing:

• Maintaining and expanding upon Elastic’s industry partnerships within the Intelligence account to advocate for, and increase understanding of, the Elastic solution.
• Work with partners to create innovative enablement programmes such as Centres of excellence or innovation incubators.
• Helping to market Elastic events and training opportunities within the community, to best enable a diverse range of users to keep up-to-date with the latest advancements.
• Building awareness and driving demand within the Intelligence community, by showcasing how the Elastic solution can help solve their requirements.
• Drive consistent and predictable bookings through joint business planning and ongoing channel enablement.
• Negotiate and close channel and partnership contracts.
• Collaborating across Elastic business functions to ensure a seamless customer and industry partner experience.
• Working thoughtfully with customers within the intelligence community to identify new business opportunities, and where necessary, manage the sales cycle and close complex transactions.
• Strategising with Elastic Leadership on the growth, direction and development of the UK Intelligence business.

What You Bring:

• The ability to build relationships and credibility with key stakeholders within the Intelligence community and the knowledge of how to navigate this unique sector.
• Experience recruiting, enabling, and leading a network of System Integrator (SI) and channel partners with direct personal involvement across the Intelligence sector.
• Comfortable being a main point of contact for customers and industry partners, with a drive to make Elastic enjoyable to work with by reducing friction.
• The ability to converse with a wide range of people from both technical and non-technical backgrounds (up to C-suite) to understand requirements and pull these through to internal teams.
• Starter-finisher who takes pride in a job well done.
• An appreciation for the Open Source go-to-market model and the community of users who rely on our solutions every day.
• A current active security clearance.

Bonus Points:

• Previous experience selling in an Open Source model.
• An understanding and preferably experience operating in the ecosystem we live in.
• Familiarity with Salesforce.

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
• Increase your impact - We match up to $2000 (or local currency equivalent) for financial donations and service
• Up to 40 hours each year to use toward volunteer projects you love
• Embracing parenthood with a minimum of 16 weeks of parental leave

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 candidate_accessibility@elastic.co 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; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Elasticsearch develops and distributes technology and information that is subject to U.S. and other country export controls and licensing requirements for individuals who are located in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran, North Korea, Russia, Syria, the Crimea Region of Ukraine, the Donetsk People’s Republic (“DNR”), and the Luhansk People’s Republic (“LNR”). If you are located in or are a national of one of the listed countries or regions, an export license may be required as a condition of your employment in this role. Please note that national origin and/or nationality do not affect eligibility for employment with Elastic.

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