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.
The Role
As a Channels & Alliances Manager on CAT, you own the channel motion for the Federal Civilian team. You are the connective tissue between Elastic sellers, our partner ecosystem, and the customers they serve. You build partner-sourced pipeline, accelerate deal velocity, and turn partner strategy into repeatable plays the field actually uses.
What You Will Be Doing
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.
What You Bring
- Federal Civilian 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 an enablement plan 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.
Bonus Points
- Experience with resellers, global systems integrators, MSPs, or hyperscaler marketplaces (AWS, Azure, Google Cloud).
- Familiarity with Search, Observability, or Security solutions.
- Experience with partner relationship management (PRM) platforms and CRM-based reporting.
- Working knowledge of Government (Federal and State/Local) procurement processes
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:
$89,600—$141,700 USD
The typical starting Target Variable range for this role is:
$38,400—$60,700 USD
The typical starting On-Target Earnings (OTE) range for this role is:
$128,000—$202,400 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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