Partner Development Director

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

Elastic is searching for a Partner Development Director to lead and expand business, together with driving strategy within the EMEA North and DACH Region. Our Partner Development Directors are focused on growing revenue through our partner community, helping identify, recruit, enable and GTM, meeting and exceeding all sales targets and performance metrics. Leading a team of Channel Partner Development managers, supporting Elastic’s efforts to build an elite ecosystem of partners who are highly strategic to the company’s long-term goals. We want upbeat, innovative, and results-oriented strategic leaders for this expanding region. Are you an accomplished Partner Sales Leader, having managed successful channel salespeople in a dynamic market?

What You Will Be Doing

• Developing extensive knowledge of our technology platform, product messaging, partner ecosystem, and competitor landscape

• Actively contributing to and owning sales plan creation. Working closely with our Sales Leadership, and reporting goals and objectives, forecasts, and definitions of success for the region.

• Ensuring the attainment of assigned sales quotas by ‘leading from the front’ and driving Elastic’s sales partner methodology

• Actively encouraging an environment of teamwork, transparency, creativity, and continuous improvement

• Partnering across Elastic’s leadership community to ensure a flawless partner and customer experience

• Identify, recruit, enable and manage partners (Regional SIs, VARs, Hyperscalers, referral partners, consulting firms) to support business goals and to implement partner sales strategies specific to region

• Support and drive consistent and predictable channel bookings through joint business planning and ongoing channel management.

• Build and drive overall channel strategy and prioritization plan for coverage area, including the development of an Elastic Stack practice across priority channel partners

What You Bring

• Proven track record of leading Partner Teams to exceed quotas and objectives within a fast-paced and technical client acquisition driven business

• Strong SaaS sales leadership

• Executive level relationships with Partner Community

• Ability to operate in a results-oriented environment

• Experience recruiting, enabling, and leading a network of SI and channel partners with direct personal involvement

• Exposure to and expertise in building channel networks from the ground up

• Demonstrated success growing the impact of channel results through increased lead growth or bookings growth

• Experience negotiating channel agreements and crafting channel programs

• Understanding of analytics, search, or big data markets / products or ability to learn quickly

• Willing to travel up to 30% of the time

• Fluent in both English and German!