Partner Ops - Amer jobs at Elastic

You will be a thought partner to senior partner leaders, translating go-to-market strategy into scalable infrastructure, performance insights, and operational rigor.

• Create and execute the global Partner Operations strategy to support a high-performing Global Partner Sales function
• Collaborate with the VP of Global Partner Sales and the Director of Partner Programs to support the design and execution of partner programs
• Lead a team of Sales Operations and Partner Operations professionals to streamline partner processes and drive operational efficiency
• Own the operational cadence for partner QBRs, annual planning, KPI target setting and overall team performance management
• Develop and maintain key performance metrics such as partner influenced revenue, pipeline generation, and partner attribution models to align to broader Sales objectives and support strategic decision making
• Set up systems and tools to manage partner sales effectiveness, productivity, commissions, and other financial components in support of partner operations
• Lead the support functions that manage inbound partner requests from internal employees as well as external Elastic partners
• Optimize external Elastic Partners operations with internal processes and systems
• Serve as a strategic advisor to senior leaders in Partner Sales and Revenue Operations, while collaborating closely with cross-functional stakeholders in Finance, Customer Success, and Legal
• Be a strong leader, and draw upon solid analytical, critical thinking, and problem solving skills to effectively resolve operational bottlenecks between cross-functional teams

• Minimum 10+ years experience with 8+ relevant experience in Sales Operations supporting a mid-to-large scale multi-geographical and global sales organizations
• Minimum of 4+ years managing a team including career coaching, development planning, and organizational design
• Previous experience in a high growth software business, preferably operating in a SaaS business
• Demonstrated success in Partner Operations or Sales Operations working closely with the Partner Community
• Results-oriented with strong decision-making skills and the ability to prioritize multiple objectives while meeting aggressive deadlines and financial targets
• Demonstrated ability to define, refine, and implement sales processes, procedures, and policies
• Ability to lead sophisticated and creative analysis of complex data and translate the results into actionable insights, deliverables, messages, and proposals
• Experience developing and implementing metrics to effectively measure and monitor sales performance and productivity improvements
• Sound business judgment, a proven ability to influence others, strong analytical skills, and a proven track record of taking ownership, leading data-driven analyses, and influencing result
• Experience rapidly growing an organization and attracting, hiring, and maintaining top talent
• Excellence presentation and communication skills at executive levels
• Bachelor's degree required in either a business, quantitative, or technology discipline
• MBA with a strong understanding of business drivers (preferred)

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

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

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

These ranges represent the lowest to highest salary 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 ranges may be modified in the future.

An employee's position within the salary 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.

The typical starting salary range for this role is:

$160,300—$253,600 USD

$192,300—$304,200 USD

• Developing and executing a comprehensive partner strategy for Google Cloud across the Americas.
• Driving and managing joint pipeline generation and co-selling motions with Google Cloud field teams to meet and exceed revenue targets.
• Enabling Google Cloud sales teams (account executives, solution architects, specialists) on our value proposition and joint solutions.
• Taking joint Elastic-partner sales plays, offerings and industry assets/solutions to specific markets for local execution and engagement with our Elastic field sales teams.
• Building positive relationships with key stakeholders within Google Cloud's partner organization, sales leadership, and technical teams.
• Conducting a regular communication cadence and business reviews between Elastic and Google Cloud.
• Representing Elastic at Google Cloud events and conferences.
• Collaborating internally with our global partner team, sales, marketing, and technical teams to ensure alignment and support for partner initiatives.
• Using Google Cloud Marketplace and other Google programs to drive awareness and adoption of our solutions with Elastic sales teams.
• Leading and educating Elastic staff on effective co-selling with Google.
• Regularly track, analyze, and report on key partner performance metrics, identifying areas for optimization and growth.

• 5+ years of experience in partner development, alliance management, or channel sales within the software/SaaS industry.
• Proven track record of driving significant revenue growth through cloud partnerships, ideally with Google Cloud.
• Deep understanding of the Google Cloud ecosystem, including its products, sales motions, and partner programs.
• Strong relationship-building, negotiation, and communication skills.
• Ability to work independently and as part of a cross-functional team.
• Excellent presentation skills and ability to articulate complex technical and business concepts.
• Effective collaboration skills across multiple cross-functional teams, including sales, alliances, marketing, legal, and operations.
• Strong tolerance for ambiguity; able to focus and execute in a changing environment and make things happen.
• Strong drive and character qualities that match our company Source Code and inspire others.

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

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

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.

The typical starting salary range for this role is:

$107,500—$170,100 USD

The typical starting Target Variable range for this role is:

$46,000—$72,800 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$153,500—$242,900 USD

• Lead the creation and execution of joint go-to-market strategies and marketing programs with national and regional partners across the Americas, with a key focus on channel partners and distributors.
• Drive partner-sourced and influenced pipeline through targeted marketing campaigns, ABM programs, events (virtual and in-person), digital campaigns, and executive experiences.
• Collaborate with partner account managers and Elastic sales teams to align partner plans with regional business objectives and revenue goals.
• Develop compelling sales and marketing enablement materials, including event briefs, emails, landing pages, customer success stories, and content for campaigns and training.
• Establish metrics and track performance of partner programs; analyze return on investment, report insights, and optimize tactics to improve outcomes and drive growth.
• Support partner onboarding, enablement, and engagement efforts to cultivate strong partner relationships and activate co-selling motions.
• Negotiate and lead partner co-marketing agreements, MDF budgets, contracts, and program execution to ensure compliance and success.
• Support Elastic’s presence at partner conferences and industry events, coordinating content and logistics with the events team.
• Lead multiple programs simultaneously, keeping collaborators aligned and projects on track and on budget.

• 7+ years of experience in partner marketing in the technology space, ideally within high-growth enterprise software environments.
• Proven ability to develop and implement joint business plans and partner campaigns that lead to measurable sales results.
• Experience working with channel partners and/or distributors (e.g., CDW) and regional tech partners; ability to grow and influence partner relationships and build alignment with partner sales teams.
• Strong marketing program management skills, including ABM, event strategy, digital demand generation, and campaign execution.
• Excellent written and verbal communication skills, including the ability to create marketing assets, write content, and present to internal and external collaborators.
• Highly organized with a knack for managing multiple programs and deadlines simultaneously.
• Analytical approach; confident in evaluating marketing metrics, reporting on return on investment, and optimizing performance.
• Strong collaboration skills and ability to navigate a cross-functional, distributed organization.

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

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

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

These ranges represent the lowest to highest salary 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 ranges may be modified in the future.

An employee's position within the salary 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.

The typical starting salary range for this role is:

$128,200—$202,900 USD

$153,800—$243,300 USD

This role showcases Elastic’s deep dedication to the partner ecosystem, representing our capabilities, communicating our technical strategy, and building up partners to the point that they can serve our joint customers optimally. This includes:

• Act as a strategic technical leader in the field. You are a self-starter. You own the lifecycle of agreements from business case, planning and governance, technical architecture, solution build, business modeling, and ensure business case is delivered to the end customer through partners.
• Act as the trusted advisor supporting Elastic's partners to tackle problems and delight customers using Elastic products, solutions, and services while strengthening deep relationships with their presales technical teams to expand mind share.
• Stay on top of the market trends and industry standard practices, building and maintaining relationships with technical leaders within and outside the company.
• Develop and implement a regional readiness plan, proactively identifying learning gaps and growing expertise by engaging with customers, partners, and senior colleagues to broaden expertise in Elastic solutions.
• Share insights and strategic technical guidance within the regional ecosystem community, using your knowledge of Elastic solutions in the competitive landscape.
• Ensure high levels of satisfaction for joint customers.

• 3+ years supporting a partner organization at a tech company
• 8+ years of experience in specific technology domain areas (e.g., software development, cloud computing, systems engineering, infrastructure, security, networking, data & analytics).
• 3+ years of design, implementation, or pre-sales experience in security and infrastructure.
• Proven track record of achieving results in an environment characterized by ambiguity and significant opportunities.
• A history of successful customer and partner relations, demonstrating an understanding of key success factors, problem-solving capabilities, and strategic competitive positioning.
• Implementation experience with SaaS platforms using web technologies (TCP/IP, HTTP, HTML, JavaScript, RESTful APIs), particularly cloud-based, high-performance solutions.
• Outstanding program management skills and meticulous attention to detail.
• Ability to encourage teams to focus on critical initiatives beyond immediate urgencies.
• Proven ability to think strategically while driving tactically.
• Experience in onboarding, educating, and enabling cloud technology partners, and supporting them throughout sales cycles.
• Bachelor's Degree in Computer Science, Information Technology, Engineering, or a related field AND 3+ years of proven experience in technology solutions, practice development, architecture, consulting, and/or cloud/infrastructure technologies.
• Professional experience in architecting/operating solutions built on one or more cloud service providers like AWS, Azure, or GCP.
• Experience with cloud solutions, virtual platforms, software development, and operational management practices.

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

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

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.

The typical starting salary range for this role is:

$129,000—$204,000 USD

The typical starting Target Variable range for this role is:

$55,200—$87,400 USD

The typical starting On-Target Earnings (OTE) range for this role is:

$184,200—$291,400 USD

• Develop, run, and maintain enablement modules for field teams, ensuring the content is up-to-date, relevant, and optimally delivered.
• Improve and finalize templates/customer-facing executive presentations, ensuring they adhere to the latest guidelines.
• Review and edit content for clarity, grammar, and accuracy to maintain a high-quality standard in all documentation.
• Ensure that all content, including templates and presentations, is up to date with the latest industry benchmarks and standard processes.
• Collaborate with subject matter authorities (SMEs) across the company to build content that aligns with the buyer's journey, addressing industry-specific challenges and articulating our value proposition.
• Craft and produce various sales tools, including use case and solution templates, datasheets, case studies, and white papers.
• Measure the efficiency of enablement initiatives and iterate on content based on feedback and performance analytics.
• Assist in prioritizing and facilitating sales training sessions, workshops, and other informative activities.
• Support the management of the sales enablement content repository, ensuring that all information is easily and readily accessible to the field teams.
• Work with marketing teams to align messaging and collateral across different platforms and ensure consistency in brand messaging.
• Enable a feedback loop between field teams and product management to advise product development and go-to-market strategies.
• Maintain awareness of industry trends, competitive insights, and market intelligence to advise enablement strategies.

• Bachelor's degree in Business, Marketing, Communications, or a related field.
• 4 years of experience in sales enablement/content development, or a related function within a sales or marketing organization.
• Shown experience with crafting content and training materials tailored to sales teams in a sophisticated B2B environment.
• Strong understanding of sales methodologies, processes, and challenges.
• Excellent written and verbal communication skills with an ability to present sophisticated information clearly and concisely.
• Experience with sales enablement tools and platforms (e.g., Articulate 360, Seismic, Salesforce).
• Ability to work cross-functionally with sales, marketing, product teams, and other collaborators.
• Outstanding social skills and a keen attention to detail.
• Creative problem-solving abilities and an adaptable, flexible approach to project management.
• Proficiency with content creation tools and software (e.g., MS Office suite, design software, Adobe etc.).
• Self-motivated, and able to work in a fast-paced and multifaceted environment.

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

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

• ABM strategy & execution
  • Design and implement 1:1 and 1:few ABM programs aligned to target account clusters by vertical, stage, and buying group
  • Lead account-level planning sessions with sales and customer success teams to define priorities, goals, and campaign timelines
  • Personalise messaging, value propositions, and content journeys across channels to influence buying committees
  • Develop integrated ABM plans using a mix of tactics including content syndication, paid media, executive experiences, direct mail, email campaigns and more
  • Partner closely with global campaigns, partner marketing, and product marketing to align ABM efforts with broader go-to-market plays
• Campaign management
  • Architect and implement end-to-end delivery of ABM campaigns, from strategy and planning through execution, optimisation, and measurement
  • Build account-focused and event landing pages using our marketing stack, ensuring alignment with brand guidelines and personalised to key target audience
  • Draft compelling, business-value messaging that resonates with CXOs and IT decision-makers, positioning Elastic as a strategic partner in digital transformation
  • Develop the paid media strategy for assigned ABM accounts, partnering with internal teams and agency to activate campaigns across platforms such as Demandbase and LinkedIn
  • Collaborate with creative, content, and external agencies to deliver high-quality ABM assets and engagement experiences
  • Localise and adapt global plays to meet regional, vertical, or account-specific needs while maintaining message consistency
  • Own campaign budgets, timelines, and execution across assigned accounts or account clusters
• Measurement and optimisation
  • Define and supervise ABM critical metrics including account engagement, pipeline influence, velocity improvements, and return on investment
  • Build dashboards and provide regular performance reporting to team members
  • Use insights to continuously refine ABM programs for greater efficiency and scalability
  • Support the evolution of ABM playbooks, strategy, and execution tactics
• Event execution & logistics
• • Work closely with external agencies, design and video teams to ensure the timely request of deliverables for ABM campaigns
  • Work with Content Marketing to ensure distribution of materials such as case studies, datasheets, or give-aways to our local sales teams or whenever needed for ABM campaigns
  • Work with the Regional Marketing Managers in AMER to coordinate event logistics and experiences (in-person, virtual, or hybrid), from remote, speakers, agendas, and staff for ABM programs.
  • Maintain up to date ABM dashboards, campaign trackers, and internal documentation
  • Bring creative ideas to the table to drive engagement and innovation in the region

• 5-6 years of tried experience in B2B marketing, with at least 2 years in an ABM or strategic field marketing role
• Experience crafting and delivering successful ABM programs
• Strong ability to partner with sales leaders and translate business goals into marketing strategies
• Confident in driving multi-channel campaigns and executive-level engagement programs
• Experience with platforms (e.g., Demandbase, 6sense, Userled), Salesforce, and marketing automation tools like Marketo
• Comfortable working in a fast-paced, matrixed environment with multiple team members
• Data-driven approach with strong attention to detail and analytical capabilities

• Experience working with sales teams in a high-growth B2B tech company
• Knowledge of ABM platforms
• ABM knowledge framework is a super plus!
• Experience coordinating events or customer experiences
• Experience crafting compelling content for key audiences
• Familiarity with the Software Industry, e.g., Generative AI, cybersecurity, data analytics, cloud software, etc.
• Proven experience in FSI Industry

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

Applicants have rights under Federal Employment Laws and can view the following posters linked below:

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

Compensation for this role is in the form of base salary. This role does not have a variable compensation component.

These ranges represent the lowest to highest salary 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 ranges may be modified in the future.

An employee's position within the salary 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.

The typical starting salary range for this role is:

$106,900—$169,100 USD

$128,200—$202,700 USD