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Senior Partner Sales Manager (Hyperscalers & GSIs)

Elastic

Elastic

Sales & Business Development
Sydney, NSW, Australia
Posted on Friday, May 3, 2024

Elastic is a free and open search company that powers enterprise search, observability, and security solutions built on one technology stack that can be deployed anywhere. From finding documents to monitoring infrastructure to hunting for threats, Elastic makes data usable in real-time and at scale. Thousands of organizations worldwide, including Barclays, Cisco, eBay, Fairfax, ING, Goldman Sachs, Microsoft, The Mayo Clinic, NASA, The New York Times, Wikipedia, and Verizon, use Elastic to power mission-critical systems. Founded in 2012, Elastic is a distributed company with Elasticians around the globe. Learn more at elastic.co.

The Senior Partner Sales Manager will be responsible for developing and managing Elastic’s business with our strategic Cloud Partners AWS, Google and Microsoft and Global System Integrator (GSI) partners. Cloud adoption continues to be Elastic’s priority growth strategy, as is our strategic relationship with GSIs looking to build both consulting and MSP offerings to take to market. This is a new, high-visibility role leading the way.

The Senior Partner Sales Manager’s responsibility is to develop and drive the execution of revenue-focused programs and initiatives across the Australia and New Zealand region.

Key to the success in the position is effective collaboration with multiple cross-functional stakeholders, including sales, alliances, marketing, legal, and operations.

What You Will Be Doing:

  • Executive Relationships. Growing trust and influence with Senior Leadership of our strategic Cloud Partners and GSIs. Develop 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 GSIs and Cloud 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 GSI & Cloud Partners’ strategies and initiatives
  • Strategy. Help shape and evolve Elastic’s Cloud and Partner Strategy, while implementing plans and execution in the ANZ region.
  • Alliances. Drive execution in concert with the local ecosystem resources; working in tight collaboration with Alliance functions leading SIs, VARs, 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 Cloud Partners, strategy & programs.
  • Educate. Ensure Partners’ staff understand Elastic’s value proposition and how our technology fits into their overall GTM strategy and portfolio.

What You Bring Along:

  • 8 + years in Partner Sales or Partner Management roles.
  • Extensive external industry network with 10+ 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 GSIs and strategic Cloud Partners.
  • 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
  • Analytical, organizational, and project management skills; data-driven approach to make fast, critical decisions and take calculated risks, with direct impact to investment decisions, revenue growth, and the success of Teams around you.
  • 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 (up to 20%)

#LI-NC1

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 company where you can balance great work with great life. Your age is only a number. It doesn’t matter if you’re just out of college or your children are; we need you for what you can do.

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
  • Double your charitable giving - We match up to $1500 (or local currency equivalent)
  • Up to 40 hours each year to use toward volunteer projects you love
  • Embracing parenthood with minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity/affirmative action employer committed to diversity, equity, and inclusion. Qualified applicants will receive consideration for employment without regard to race, ethnicity, color, religion, sex, pregnancy, sexual orientation, gender perception or identity, national origin, age, marital status, protected veteran status, disability status, or any other basis protected by federal, state or local law, ordinance or regulation.

We welcome individuals with disabilities and strive to create an accessible and inclusive experience for all individuals. To request an accommodation during the application or the recruiting process, please email candidate_accessibility@elastic.co We will reply to your request within 24 business hours of submission.

Applicants have rights under Federal Employment Laws, view posters linked below: Family and Medical Leave Act (FMLA) Poster; Pay Transparency Nondiscrimination Provision Poster; Employee Polygraph Protection Act (EPPA) Poster and Know Your Rights (Poster)

Please see here for our Privacy Statement.