Senior Partner Manager ANZ

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 We’re looking for a highly motivated Senior Partner Manager with a strong background developing new client segments in partnership with Value-Added Resellers, Regional System Integrators and modern Distribution partners. This role is critical to driving our business to new heights through Partnerships. If you are a dynamic, creative, and results-oriented partner leader, we'd love to hear from you! The Senior Partner Manager’s responsibility is to develop and drive the execution of business plans with a set of focus partners with initiatives that support accelerated GTM, increased investment and new capabilities and offerings to take to market in the South Korean region. Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, partner and technical sales, marketing, legal, and operations What You Will Be Doing - Executive Relationships. Growing trust and influence with senior leadership of our focus partners. Developing joint strategies, commitments, and execution plans, leveraging investments and programs to drive co-sell revenue across the ANZ region. - Sales Management. Working with internal and external field sales teams to take joint sales plays, programs and industry solutions to specific market segments for execution. - Market Development. Work with the specified partners’ business development, marketing, and solution architects, to craft and promote mutually-beneficial business models, solution offerings and messaging that drive new opportunities in the market. - Business Cadence. Execute, manage and deliver ANZ pipeline and revenue growth cadence tied to the specified partners’ strategies and initiatives. - Strategy. Help shape and evolve Elastic’s partner strategy, while implementing plans and execution - Partner Ecosystem. Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support business goals and to execute channel sales strategies. Drive execution in concert with the local ecosystem resources; working in tight collaboration with global and regional partner sales functions leading Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships. - Communication. High-quality, effective and timely internal & external communication to coordinate functions, manage activity execution, resolve conflict, share results, and be a spokesperson for joint value propositions of Elastic’s partner ecosystem, strategy & programs. - Educate. Ensure partners’ stakeholders understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio. What You Bring - 8 + years in Partner Management roles. - Extensive external industry network with 8+ years of SaaS based solutions and/or open source technologies. - Executive presence; executive selling, communication and business development skills. - Proven performance, personally leading to measurable revenue results through strategic partnerships. - Operational Excellence - ability to use data, systems and processes effectively to plan, execute and measure performance and initiatives; shared language and a disciplined approach to pipeline generation and sales process - You need strong skills in analysis, organization, and managing projects. You must be able to make quick, informed decisions that can lead to smart risks. Your choices will have a direct impact on financial investments, revenue increases, and the performance of the teams you are part of. - Ability to build and maintain positive working relationships while delivering results in a complex, matrixed global organization. - Tolerance for ambiguity; able to focus and execute in a changing environment; interdisciplinary approach and ability to “get things done” in a cross-functional environment. - Leadership - strong drive and character qualities that match our values, the Elastic Source Code, inspiring others to follow and act - Accountability and a bias for action - High energy, great attitude, collaborative approach, and a learning mindset - Willingness to travel 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 compan

8+ years in Partner Management roles. 8+ years of SaaS-based solutions and/or open source technologies. Executive presence; executive selling, communication and business development skills. Proven performance with measurable revenue results through strategic partnerships. Operational excellence with data-driven planning, execution and measurement. Strong analytical, organizational and project management skills. Ability to build and maintain positive working relationships in a complex, matrixed global organization. Tolerance for ambiguity and ability to execute in a changing environment. Leadership qualities aligned with company values. Accountability, high energy, collaborative approach, and willingness to travel.

Executive Relationships: Grow trust with senior leadership of focus partners; develop joint strategies and execution plans to drive co-sell revenue across the ANZ region. Sales Management: Collaborate with field sales teams to execute joint sales plays, programs and industry solutions. Market Development: Partner with partners’ business development, marketing, and solution architects to craft mutually beneficial models and drive new opportunities. Business Cadence: Manage ANZ pipeline and revenue growth aligned with partner strategies. Strategy: Shape and evolve Elastic’s partner strategy and implement plans. Partner Ecosystem: Identify, recruit, enable and manage partners (Regional SIs, VARs, Referral Partners, etc.) to support goals; coordinate with global and regional partner sales functions across Cloud, SIs, VARs, OEM, MSPs, Distributors and Technology Partnerships. Communication: Maintain high-quality internal and external communication to coordinate activities and share results; act as a spokesperson for Elastic’s partner ecosystem. Educate: Ensure partners understand Elastic’s value proposition and how it fits their GTM strategy.