Elastic - Channel Account Representative, Enterprise East
Requirements
• Experience in channel or partner management, alliances, or partner-facing sales, ideally within enterprise software, cloud, or data infrastructure. • A track record of generating partner-sourced pipeline and influencing revenue within an assigned territory. • Comfort operating in a CRM daily. Pipeline hygiene, forecasting discipline, and reporting are core to this role, not an afterthought. • Working knowledge of a structured sales methodology such as MEDDPICC, and the ability to coach partners through it. • Strong communication skills. You can brief a sales leader in five minutes without fluff, and write enablement a partner will actually use. • Ability to work cross-functionally across sales, solutions architecture, marketing, operations, and legal to remove friction from partner transactions. • Self-directed and outcome-oriented. You ship, measure, and iterate. • 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 • Increase your impact – We match up to $2000 (or local currency equivalent) for financial donations and service • Up to 40 hours each year to use toward volunteer projects you love • Embracing parenthood with a minimum of 16 weeks of parental leave
Responsibilities
• 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 consumption and opportunity telemetry to surface risk and expansion early. • Tell the story behind the numbers: where the momentum is, where the gaps are, and what you are adjusting.
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