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
The Director, Partner Ecosystem & Channel Governance is responsible for owning and growing Elastic's distribution relationships and long tail partner strategy across key Global Public Sector distribution partners in the United States and Canada. This role is the primary point of accountability for distribution-led pipeline generation, reseller enablement, co-sell execution, and revenue performance across Public Sector segments — including Federal, SLED, and International..
The successful candidate will serve as the connective tissue between Elastic's Global Public Sector sales teams, partner teams, and strategic distributors — driving partner-sourced new and expansion ARR through a managed reseller ecosystem. This role requires a candidate with strong technical capabilities, as driving deep technical alignment and enablement of distribution and distributor led partners will be key to success. Critically, this role owns the rules of engagement between Elastic and its distribution partners: setting margin policy, back-end rebate terms, deal registration SLAs, and reseller tier criteria in partnership with GPS Operations. This is a strategic governance role, not a tactical execution role.
What You Will Be Doing
• Distribution Strategy & Partner Program Governance
• Own joint business plans with public sector distribution partners; define quarterly pipeline targets, reseller recruitment goals, and segment-level priorities across FED, SLED, and AMER Commercial.
• Set and maintain the rules of engagement between Elastic and its distribution partners — including margin policy, back-end rebate structures, deal registration SLAs, reseller tier criteria, and MDF allocation thresholds — in partnership with GPS Operations & Strategy.
• Build and maintain executive-level relationships at the VP/SVP level with distribution leadership, partner and segment sales teams at key public sector distribution partners. Position quarterly business reviews as executive governance sessions — agenda setting, scorecard presentation, and strategic realignment — distinct from tactical cadence management.
• Develop and execute a distribution GTM playbook aligned to Elastic's FY partner-sourced N&E ARR targets and reseller coverage model.
• Partner with Global Public Sector Operations to track distributor pe