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
The Global Vice President of Partner Sales is responsible for defining and executing the worldwide partner strategy to accelerate revenue growth, expand market reach, and deepen ecosystem alignment. This executive leads a high-performing global organization spanning strategic partnerships with Hyperscalers, GSI and Service Providers, Technology Partners, Resellers, Distribution and Managed Services. The role is central to scaling sourced bookings, co-sell, co-build, and co-market motions that drive customer adoption of Elastic’s solutions.

What You Will Be Doing

Global Partner Strategy & Execution

Define and operationalize a comprehensive global partner strategy aligned to corporate growth objectives and CRO agenda.

Build scalable programs that drive partner-sourced and partner-impacted revenue across all regions.

Establish clear segmentation across GSIs, hyperscalers, ISVs, and regional partners to maximize impact.

Integrate and operationalize all partner motions throughout the Elastic Sales Process and Cycle.

Revenue Growth & Co-Sell Leadership

Own global partner bookings targets, including sourced, impacted (ACV), and marketplace-driven sales.

Drive tight alignment with field sales to ensure consistent co-sell execution and pipeline generation.

Expand joint go-to-market motions with key strategic partners, including integrated solutions and industry offerings.

Drive for partner self-sufficiency in selling and services Elastic technology driven projects and programs.

Strategic Alliances & Ecosystem Development

Cultivate executive-level relationships with top global partners (e.g., GSIs, cloud providers, and technology alliances).

Identify and incubate new partnership opportunities that extend Elastic’s platform capabilities and market reach.

Lead joint business planning and long-term investment strategies with priority partners.

Organization Leadership & Scale

Build, lead, and mentor a global team of partner sales leaders across regions (Americas, USPS, EMEA, APJ).

Foster a high-performance, inclusive culture focused on accountability, collaboration, and innovation.

Align incentives, KPIs, and operating rhythms to drive consistency and predictability at scale

Program Development & Operations

Evolve partner programs, enablement frameworks, and certification models to support growth and differentiation.

Partner closely with marketing to deliver impactful co-marketing campaigns and demand generation initiatives.

Leverage data and analytics to measure partner performance, optimize investments, and inform strategy.

What You Bring

15+ years of experience in enterprise technology, with significant leadership in partner sales or alliances.

Proven track record of building and scaling global partner ecosystems that drive measurable revenue impact.

Deep experience with GSIs, hyperscalers (e.g., AWS, Microsoft, Google), and enterprise channel models.

Strong executive presence with the ability to influence both internal and external stakeholders.

Demonstrated success in complex, matrixed organizations with global scope.

Expertise in co-sell motions, marketplace strategies, and solution-based selling.

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 minimum of 16 weeks of parental leave

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.

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Global Vice President of Partner Sales

Job Description

Additional Information - We Take Care of Our People