AWS Partner Development Manager - North America at Elastic

Job description

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 3X global award-winning partner of AWS with deep integrations across AWS services and a growing ecosystem of connectors, Elastic is positioned as the context and retrieval layer of choice for enterprise AI on AWS. AMER represents Elastic's largest revenue region, spanning the United States, Canada, and Latin America, with a concentration of enterprise accounts, a mature AWS Marketplace footprint, and the highest density of co-sell opportunities globally. The AWS relationship in AMER is both Elastic's greatest strategic growth lever and its most strategically complex partnership to execute, where collaboration and competition coexist across cloud, security, and AI. We are seeking a driven, expert AWS Alliance Director for AMER to lead execution of the joint Elastic–AWS go-to-market strategy across the region. This is a high-visibility individual contributor leadership role that demands executive presence, deep AWS ecosystem knowledge, ideally from time spent inside AWS, and the operational discipline to turn strategy into revenue. You will own Marketplace growth, co-sell engine activation, new logo acquisition, channel development, and expansion across AMER, directly partnering with AMER leadership and coordinating a broad internal stakeholder map. What You Will Be Doing Strategic Leadership Define and drive Elastic's AMER AWS partnership strategy, navigating the coopetitive dynamics of the relationship to deliver joint revenue growth and expand Elastic's presence in the AWS ecosystem. Build trusted relationships with AWS and Elastic AMER senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum. Be known as a highly effective and knowledgeable resource for Elastic field teams on co-selling with AWS, value of Marketplace, and strategic deal execution. Marketplace & Revenue Growth Accelerate AWS Marketplace adoption across AMER, driving co-sell motions, Marketplace transactions, and partner channel activation. Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams. Manage and maximize AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities. Executive & Field Alignment Partner closely with AMER RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution. Equip AMER field sellers and SAs with Better Together messaging, competitive positioning, and joint sales plays. Represent Elastic at priority AWS Summits and joint events including re:Invent, AI BOX programs, CISO roundtables, and partner hackathons. Cross-Functional Orchestration Align and partner with the Global AWS Alliance leader to integrate the AMER Alliance strategy with the existing global strategy. Work with the Global AWS Marketing Manager and AMER Partner Marketing Manager to launch joint campaigns. Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector. What You Bring AWS-Insider Advantage: Prior experience at AWS in partner sales is strongly preferred. You understand how AWS operates internally, how co-sell decisions are made, and how to build the right relationships to move deals forward. Proven Alliance Leadership: 8+ years of experience in technology partnerships, with a track record of managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programs. AMER Market Depth: Demonstrated experience operating across AMER's diverse markets, with strong command of enterprise sales dynamics in the United States and familiarity with Canada and Latin America. Executive Presence & Influence: Exceptional ability to build trust with senior stakeholders on both sides of the partnership. You can simplify complexity, align competing priorities, and command credibility at the executive level. High Emotional Intelligence: You build relationships across organizational and cultural boundaries, listen actively, resolve conflict constructively, and bring cross-functional teams together without formal authority. Strategic & Hands-On: Equally comfortable shaping a joint business plan with an executive team and rolling up your sleeves to activate a regional sales play in the field. Competitive Mentality: Skilled at navigating a coopetitive landscape — forming close partnerships with AWS while clearly differentiating Elastic when it matters. Data-Driven: Focused on measurable outcomes: co-sell pipeline, Marketplace growth, new logo wins, and partner activation. You build the mechanisms to track and drive accountability against goals. 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: $129,000 — $204,000 USD The typical starting Target Variable range for this role is: $55,200 — $87,400 USD The typical starting On-Target Earnings (OTE) range for this role is: $184,200 — $291,400 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) 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. Please see here for our Privacy Statement.

Requirements

Must-haves

As a 3X global award-winning partner of AWS with deep integrations across AWS services and a growing ecosystem of connectors, Elastic is positioned as the context and retrieval layer of choice for enterprise AI on AWS.
What You Will Be Doing
Strategic Leadership
Define and drive Elastic's AMER AWS partnership strategy, navigating the coopetitive dynamics of the relationship to deliver joint revenue growth and expand Elastic's presence in the AWS ecosystem.
Build trusted relationships with AWS and Elastic AMER senior leadership to ensure shared priorities, executive sponsorship, and sustained momentum.
Be known as a highly effective and knowledgeable resource for Elastic field teams on co-selling with AWS, value of Marketplace, and strategic deal execution.
Marketplace & Revenue Growth
Accelerate AWS Marketplace adoption across AMER, driving co-sell motions, Marketplace transactions, and partner channel activation.
Lead key GTM initiatives including competitive displacement campaigns, cloud migration motions, and Elastic's Agentic AI narrative with AWS field teams.
Manage and maximize AWS SCA funding mechanisms including WMP GTM Fund, PoC Fund, MDF, and MPOPP to fuel field and marketing activities.
Executive & Field Alignment
Partner closely with AMER RVPs and AVPs to define priority co-sell accounts and to drive regional co-sell execution.
Equip AMER field sellers and SAs with Better Together messaging, competitive positioning, and joint sales plays.
Represent Elastic at priority AWS Summits and joint events including re:Invent, AI BOX programs, CISO roundtables, and partner hackathons.
Cross-Functional Orchestration
Align and partner with the Global AWS Alliance leader to integrate the AMER Alliance strategy with the existing global strategy.
Work with the Global AWS Marketing Manager and AMER Partner Marketing Manager to launch joint campaigns.
Collaborate with product and SA teams to develop vertical propositions for FSI, Software & Technology, and Public Sector.
Proven Alliance Leadership: 8+ years of experience in technology partnerships, with a track record of managing large-scale cloud or hyperscaler alliances, including AWS Marketplace and co-sell programs.
AMER Market Depth: Demonstrated experience operating across AMER's diverse markets, with strong command of enterprise sales dynamics in the United States and familiarity with Canada and Latin America.
High Emotional Intelligence: You build relationships across organizational and cultural boundaries, listen actively, resolve conflict constructively, and bring cross-functional teams together without formal authority.
Strategic & Hands-On: Equally comfortable shaping a joint business plan with an executive team and rolling up your sleeves to activate a regional sales play in the field.
Competitive Mentality: Skilled at navigating a coopetitive landscape — forming close partnerships with AWS while clearly differentiating Elastic when it matters.
Data-Driven: Focused on measurable outcomes: co-sell pipeline, Marketplace growth, new logo wins, and partner activation. You build the mechanisms to track and drive accountability against goals.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

aiawsgo

Platform: greenhouse
Effort: quick

Benefits

Benefits detected in the listing.

Vision

401k

Parental Leave