Global Alliance Director - AWS

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

With over 50 out of the box integrations with AWS services and 300+ external connectors for easier data ingestion, Elastic is a 3X award-winning Partner of AWS – most recently named the 2024 Global GenAI Infrastructure & Data AWS Partner of the Year. Elastic is seeking a top-tiered, visionary AWS alliance leader to own and grow one of Elastic’s most business critical partnerships. While Hyperscalers are the most strategic and influential partners for Elastic, at the same time, they are nuanced relationships where collaboration and competition coexist. We need a leader who can skillfully navigate the global scale of the partnership, command an executive presence, align diverse stakeholders, and encourage cross-functional teams to deliver a measurable impact.

As Global Alliance Director for AWS, you will develop and implement Elastic’s AWS partnership strategy worldwide. This role operates at the crossroads of business development, sales execution, and cross-functional collaboration. You will oversee executive alignment, joint go-to-market initiatives, and field engagement to accelerate co-sell revenue, grow marketplace revenue, and expand joint customer adoption. In addition, you will coordinate with finance and operations teams to launch and implement new incentive programs and procurement to help negotiate our strategic collaboration agreements with AWS.

What You Will Be Doing

• Strategic Leadership: Define and drive Elastic’s global AWS alliance strategy, navigating competitive dynamics with opportunities for joint growth in order to drive joint-revenue and elevate Elastic’s position within the AWS partner ecosystem.
• Executive Alignment: Build trusted relationships with AWS senior leadership and Elastic’s executives to ensure shared priorities, visibility, and sponsorship.
• People Leadership: Individual contributor in a leadership role - managing with compassion, high emotional intelligence, and strong communication skills to empower, guide, and unify cross-functional teams.
• Cross-Functional Orchestration: Align sales, marketing, product, revenue operations, finance, and partner teams across geographies to drive consistent execution and outcomes.
• Go-to-Market Acceleration: Lead co-sell and marketplace motions with AWS to expand Elastic’s footprint, improve committed cloud spend, and accelerate deal velocity.
• Field Engagement: Equip regional sales and partner leaders with AWS & Elastic Better together, incentives, and plays to strengthen regional sales execution.
• Operational Excellence: Track and report alliance performance, ensuring accountability to revenue, pipeline, and marketplace growth goals.

What You Bring

• Proven Alliance Leadership: 15+ years of experience managing large-scale cloud or technology partnerships, preferably with AWS or other hyperscalers.
• High Emotional Intelligence: you build trust, listen actively, resolve conflict effectively, and encourage people across organizations and cultures.
• Influence & Alignment: Exceptional ability to bring together diverse voices and cross-functional teams driving toward a shared vision and goals.
• Strategic & Hands-On: Ability to think strategically at the executive level while actively working to execute on the ground.
• Competitive Mentality: Skilled at navigating competition—forming close partnership with AWS while setting Elastic apart when managing competitive situations.
• Global Perspective: Proven experience operating in sophisticated, matrixed organizations across multiple geographies.
• Data-Driven: Relentless focus on pipeline, co-sell revenue, strong marketplace growth, and managing measurable business outcomes.

#Li-Am2

Compensation for this role is in the form of base salary plus a variable component, that together comprise the On-Target Earnings (OTE).  On-Target Earnings (OTE) are based on a 70/30 pay mix (base salary / target variable).  

The typical starting OTE range for new hires in this role is listed below.  This range represents the lowest to highest OTE we reasonably and in good faith believe we would pay for this role at the time of this posting.  We may ultimately pay more or less than the posted range, and the range may be modified in the future.  

An employee's position within the OTE range will be based on several factors including, but not limited to, relevant education, qualifications, certifications, experience, skills, geographic location, performance, and business or organizational needs.

Elastic believes that employees should have the opportunity to share in the value that we create together for our shareholders. Therefore, in addition to cash compensation, this role is currently eligible to participate in Elastic's stock program.  Our total rewards package also includes a company-matched 401k with dollar-for-dollar matching up to 6% of eligible earnings, along with a range of other benefits offered with a holistic emphasis on employee well-being.

The typical starting salary range for this role is:$161,300—$255,100 USDThe typical starting Target Variable range for this role is:$69,000—$109,200 USDThe typical starting On-Target Earnings (OTE) range for this role is:$230,300—$364,300 USD

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 minimum of 16 weeks of parental leave

Different people approach problems differently. We need that. Elastic is an equal opportunity employer and is committed to creating an inclusive culture that celebrates different perspectives, experiences, and backgrounds. 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)

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