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.
As the world leader in search-based solutions, we are empowering some of the most successful companies to solve their greatest data challenges. Elastic is building our next generation, global partner program and is looking for the linchpins of this initiative: top performing global partner managers (GPM). This role will be entirely focused on working with Tines, and building the global resell motions within Elastic to our customers, thru all of Elastic's channels and distributors.
Elastic GPMs will enable key global partners to build best of class integrations, develop the marketing muscle for internal and external customers, and enable global field sales team. The right candidate will develop trusted advisor level relationships with senior executives and other important decision makers and influencers and will apply these relationships to establish Elastic, and the partner, as the preferred mutual partners to create new business opportunities. They will identify account needs and create compelling arguments for joint Elastic solutions to those needs, and they will be responsible for creating deal strategies and orchestrating deal team efforts to progress opportunities.
Driving Sales Strategy - Deep understanding of the partner's decision maker’s strategies, priorities, needs and organizational structure. Develop effective and specific sales enablement plans to ensure revenue target delivery and balanced growth across geographies. Develop relationships in new and existing sales regions and demonstrate to drive strategy through organization.
Building Trust - Establish positive relationships based on knowledge of customer requirements and dedication to value (value of counsel and expertise, value of solutions, value of implementation expertise). Actively understands Tines' and Elastic's strategic growth plans, technology strategy and the competitive landscape
Providing Account Leadership - Create & maintain actionable global partner plans to guide develop strategies and identify new business opportunities. Lead cross-functional relationships across Sales, Marketing, Legal, and Global Alliance organizations. Effectively apply in region and cross-functional resources to satisfy global collaborators and win new business opportunities
Articulating Elastic and Tines Use Cases Aligned to Customer Initiatives - Map key capabilities and joint use cases to customer budgeted initiatives. Align use case and customer potential return on investment, as well as headline messaging to drive forward use cases from pipe to close.
Leading Business Planning – Develop and deliver a comprehensive business plan to address the partnerships priorities and hurdles. Use value justification, benchmarking and return-on-investment data to support decision process
Conducting Pipeline Planning - Follow a well-adapted approach to maintaining a rolling pipeline. Collaborate with support organizations including marketing, alliance partners and channels
Demonstrating Elastic Proficiency – Be proficient with a working knowledge and understanding across all Elastic products and solutions
Initiate and facilitate conversations with key Elastic and Tines collaborators, identified through various business development activities, Salesforce, Crossbeam, Marketing events, lead generation campaigns, and more.
Support the Tines/Elastic partnership at various networking, industry, and enablement events
Track and maintain accurate records of prospect information and lead generation activities against targets and metrics
Collaborate with cross-functional teams including Sales, Marketing, Product, Engineering, Operations, and others. Work closely with the Elastic and Tines partner teams to align activities across all GTM motions. Develop and implement creative strategies, for sales plays, outreach pursuits, account mapping, and seller-to-seller engagement.
Minimum 4 years sales/marketing experience with Elastic
Minimum 2 years experience with Tines
Strong history of dynamically improving B2B sales of high technology solutions
Experience becoming a trusted advisor to C-level executives
Existing network within Elastic and Tines across Sales, Marketing, Product Management
Superior communication and presentation skills
Ability to demonstrate thought leadership of global sales enablement
Ability to develop and implement the strategy that drives global partnership revenue growth
A self-starter approach, with a track record of hitting and exceeding goals. Coachability and a standout colleague mentality. An eye for detail, a curious nature and strong planning skills. Fluency in the English language
Bachelor’s degree or equivalent work experience
Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE). On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).
The typical starting OTE range for new hires in this role is listed below. This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting. We may ultimately pay more or less than the posted range, and the range may be modified in the future.
An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.
Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program. Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.
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.
Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. 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 countries’ 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, Syria, or Russia, including the Ukrainian territories annexed by Russia (The Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's Republic (LNR), Kherson or Zaporizhzhia). 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.
Please see here for our Privacy Statement.