About this role
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
Elastic is looking for a Marketplace Sales Specialist to join our Global Hyperscaler Alliances team. You'll connect Elastic's APJ field sales teams with AWS, Microsoft Azure, and Google Cloud — turning co-sell strategy into closed Marketplace transactions.
You'll guide deals from qualification through private offer acceptance, advise AEs and Deal Desk on the right commercial route, and build programs that make Marketplace the default procurement path for Elastic customers across APJ.
WHAT YOU WILL BE DOING
• Marketplace Deal Support
- Assess whether Marketplace is the right route for new business, expansion, and renewal opportunities across AWS, Azure, and GCP.
- Support transactions from qualification through private offer acceptance and booking, coordinating across AEs, Deal Desk, Finance, Legal, and Professional Services.
- Join customer and internal calls where Marketplace expertise is needed.
• Funding and Incentives
- Identify opportunities for hyperscaler funding, POC credits, and cloud migration support.
- Submit and manage funding requests; track approvals, evidence, and reimbursement across all three hyperscalers.
• Private Offers and Troubleshooting
- Collect the information needed to build accurate private offers, with awareness of APJ currency and billing structures.
- Troubleshoot offer acceptance issues, billing mismatches, currency conversion, and PAYG overages.
• Reseller and Channel
- Advise on direct Marketplace, AWS CPPO, GCP MCPO, and Azure MPO/REO routes — including APJ channel structures.
- Coordinate between resellers, AEs, Deal Desk, and hyperscaler teams; support reseller onboarding where needed.
• Enablement, Alignment, and Campaigns
- Deliver Marketplace enablement for APJ sales teams covering private offers, cloud commits, funding, and co-sell.
- Maintain alignment with AWS, Microsoft, and Google teams across ANZ, ASEAN, India, Japan, Korea, and Greater China.
- Run account-mapping activities and build campaigns: direct-to-Marketplace conversion, on-prem migration, and competitive displacement.
- Lead APJ pipeline reviews, identify blockers, and escalate platform or process issues with clear business impact.
WHAT YOU BRING
- Experience supporting ISV Marketplace transactions across AWS, Azure, and/or GCP in APJ, including private offe