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
As a Channels & Alliances Manager on the Channel Acceleration Team, you own the channel motion for Austin, TX and surrounding region. You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve. You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses.
What You Will Be Doing
Partner-Sourced Pipeline and Territory Strategy
• Own partner-sourced pipeline generation and bookings for your assigned territory, in partnership with regional sales leadership.
• Build and maintain a territory game plan. Map accounts on a recurring cadence and as new partners are onboarded, attaching an actionable channel play (security-first attach, free-to-paid conversion, or renewal expansion) with a clear next step and named owner.
• Deliver concise, fluff-free regional channel strategy briefings to sales leadership and hold a routine seat on regional forecast calls.
Partner Activation and Enablement
• Own inbound partner onboarding end to end: monitor the partner application queue, run onboarding calls, and execute the standard onboarding framework.
• Drive joint business planning with focus and regional partners. Co-author the joint business plan with solutions architecture leadership, confirm portal access, map target accounts, and lock in a recurring partner cadence.
• Equip partners with the enablement, assets, and plays they need to sell, build, and service with Elastic, and ensure Elastic sellers adopt them.
Deal Execution and Operational Rigor
• Build, quality-check, and submit quotes across reseller, distributor, MSP, and hyperscaler motions, applying the correct programs and incentives.
• Maintain pipeline hygiene: resolve territory duplicates, keep deal notes current, and ensure every opportunity carries an accurate status.
• Enforce partner attach standards on security opportunities, ensuring an eligible focus security partner is attached before the deal advances.
• Manage partner deal registrations end to end, including timely appeals on declined or disputed registrations.
Measurement and Reporting
• Report on regional channel metrics including partner-sourced pipeline and revenue, partner attach rate, average deal size, and hyperscaler attach.
• Monitor customer consump