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
As a Channels & Alliances Manager on Channel Acceleration Team, you own the channel motion
for Canada. 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

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.

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.
Compensation for this role is in the form of base salary plus a variable component, that
together comprise the On-Target Earnings (OTE).  The OTE is based on a 70/30 pay mix (base
salary / target variable).  
The typical starting base salary, variable and OTE range for new hires in this role is listed
below.  The OTE 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 Registered Retirement Savings Plan (RRSP) 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:$93,600—$148,000 CADThe typical starting Target Variable range for this role
is:$40,000—$63,400 CADThe typical starting On-Target Earnings (OTE) range for this role
is:$133,600—$211,400 CADAdditional 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 [email protected]. 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)
Elasticsearch develops and distributes technology and information that is subject to U.S. and
other countries’ export controls and licensing requirements for individuals who are located
in or are nationals of the following sanctioned countries and regions: Belarus, Cuba, Iran,
North Korea, Syria, or Russia, including the Ukrainian territories annexed by Russia (The
Crimea region of Ukraine, The Donetsk People's Republic (DNR), The Luhansk People's
Republic (LNR), Kherson or Zaporizhzhia). If you are located in or are a national of one of the
listed countries or regions, an export license may be required as a condition of your
employment in this role. Please note that national origin and/or nationality do not affect
eligibility for employment with Elastic.
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